UC-NRLF 


PPLIED 
j^USINESS 
£)SIGLISH 

and 

Applied 

JRUSINESS 

gRRESPONDENCE 


1 


Digitized  by  the  Internet  Archive 

in  2008  with  funding  from 

IVIicrosoft  Corporation 


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APPLIED  BUSINESS 
ENGLISH 

By 
HUBERT  A.  HAGAR 


AND 


APPLIED  BUSINESS 
CORRESPONDENCE 

By 

RUPERT  P.  SoRELLE 


^7^e  Gregq  ^u6fis£ina  Com6any 

New  York  Chicago  San  Francisco 


Copyright,  1914.  by  John  R.  Gregg 


/4/4-I 


PREFACE 


SIX  large  editions  of  Applied  Business  EiNGlish  have  been  issued  since  its 
initial  publication  less  than  five  years  ago.     This  is  ample  evidence  that 

the  text  has  filled  a  real  need  in  the  classroom  and  that  teachers  have 
been  quick  to  appreciate  its  merits. 

The  only  criticism  we  have  received  regarding  the  previous  editions  of 
Applied  Business  English  has  been  that  not  enough  attention  was  devoted 
to  business  correspondence.  To  meet  the  requirements  of  many  of  our  friends, 
we  have  added  to  the  present  edition  a  distinctly  practical  course  of  lessons 
on. business  correspondence,  by  Mr.  Rupert  P.  SoRelle.  which  we  believe  makes 
Applied  Business  English  a  text  unique  in  its  field. 

Applied  Business  English  was  first  published  in  the  hope  that  it  would 
prove  helpful  to  teachers  in  solving  the  problem  of  the  teaching  of  English. 
The  hope  has  been  amply  realized. 

Applied  Business  English  has  been  developed 

1.  By  the  elimination  of  the  unessential; 

2.  By  the  omission  of  much  that  is  purely  technical ; 

3.  By  the  emphasis  of  those  things  that  have  a  direct  bearing  on  the 
work  of  a  stenographer  or  other  office  assistant ; 

4.  Each  lesson  is  followed  by  copious  exerci.ses  which  require  a  compre- 
hension of  the  principles  explained  before  they  can  be  successfully  prepared. 

Theory  and  practice  are  interestingly  fused  throughout  the  book.  In  this 
way  the  work  of  the  teacher  is  made  easier,  results  are  more  definite  and  are 
secured  in  a  shorter  time. 

The  constructive  work  in  the  form  of  exercises  appended  to  the  various 
chapters  in  the  section  on  Applied  Business  Correspondence  is  not  only  prac- 
tical and  helpful-,  but  it  makes  an  appeal  to  the  resourcefulness  and  creative 
powers  of  the  student. 

THE  GREGG  PUBLISHING  COMPANY. 


Chicago,  January,  1914. 


fli 


^C\K.A  Af\ 


LIST  OF  BOOKS   CONSULTED 


'English  Synonyms,"  by  George  Crabb. 

'Synonyms  Discriminated,"  by  Charles  John  Smith. 

'The  Verbalist,"  by  Alfred  Ayres. 

'Words,  Their  Use  and  Abuse,"  by  William  Mathews. 

'What  Words  Say,"  by  John  Kennedy. 

'Words  and  Their  Uses,"  by  Richard  Grant  White. 

'Beginnings  of  Rhetoric  and  Composition,"  by  A.  S.  Hill. 

'Composition  and  Rhetoric,"  by  Herrick  and  Damon. 

'Elementary  English  Composition,"  by  Scott  and  Denney. 

'A  New  English  Grammar,"  by  J.  B.  Wisely. 

'A  School  Grammar  of  the  English  Language,"  by  Edward  A.  Allen. 

'Correct  English,  How  to  Use'  It,"  by  Josephine  Turck  Baker. 

'English  Grammar  and  Composition,"  by  Gordon  A.  Southworth. 

'Exercises  in  English,"  by  H.  I.  Strang. 

'Grammar  of  English  Grammars,"  by  Goold  Brown. 

'Grammar  of  the  English  Sentence,"  by  Jonathan  Rigdon! 

'Language  Reading  Lessons,"  by  William  M.  Giffin. 

'Manual  of  Grammar,"  by  W.  M.  Evans. 

'Practical  Exercises  in  English,"  by  Huber  Gray  Buehler. 

'Steps  in  English,"  by  A.  C.  McLean,  Thomas  C.  Blaisdell,  and  John 
Morrow. 

'Guide  to  Business  English,"  by  He.rvey  D.  Vories. 

'Practical  Journalism,"  by  Edwin  L.  Shuman. 

'The  Practice  of  Typography,"  by  Theodore  Low  DeVinne. 


CONTENTS 


THE  SENTENCE  AND  PARTS  OF  SPEECH  DEFINED 

PAGE 

Lesson  1.    The  Sentence 1 

Lesson  2.     Parts  of  Speech 7 

CLASSIFICATION  OF  THE  PARTS  OF  SPEECH— WORD  STUDY- 
COMMON  ERRORS 

Lesson  3.     Classification  of  Nouns 15 

Lesson  4.    Misused  Nouns 21 

Lesson  5.     Misused  Nouns  (continued) 27 

Lesson  6.     Common  Errors  in  the  Use  of  Nouns ZZ 

Lesson  7.     Classification  of  Pronouns , 37 

Lesson  8.     Classification  of  Verbs 43 

Lesson  9.     Infinitives  and  Participles 47 

Lesson  10.     Misused  Verbs   51 

Lesson  11.     Common  Errors  in  the  Use  of  Verbs 59 

Lesson  12.     Classification  of  Adjectivks 65 

Lesson  13.    Misused  Adjectives   IZ 

Lesson  14.    Classification  of  Adverbs 81 

Lesson  15.     Classification  of  Conjunctions 89 

Lesson  16.     Classification  of  Prepositions 93 

MODIFICATIONS  OF  THE  PARTS  OF  SPEECH 

Lesson  17.  Modifications  of  Nouns  and  Pronouns:   Number 101 

Lesson  18.  Number  (continued)   109 

Lesson  19.  Person  and  Gender 115 

Lesson  20.  Case 121 

Lesson  21.  C.^se  (continued)   127 

Lesson  22.  Modification  of  Adjectives  and  Adverbs 135 

Lesson  23.  Modifications  of  Verbs:   Voice  and  Mode 141 

Lesson  24.  Tense 147 

Lesson  25.  Uses  of  the  Auxiliaries  Shall,  Will,  Should  and  Would. . .  155 

Lesson  26.  Person  and  Number  of  Verbs 165 

Lesson  27.  List  of  Irregular  Verbs 1 73 

Lesson  28.  Conjugation,  Active  Voice 181 

Lf^son  29.  Conjugation,  Passive  Voice 187 


CONTENTS— Continued 


CLASSIFICATION  AND  ANALYSIS  OF  SENTENCES 

PAGE 

Lesson  30.     Thf  Sentence 197 

PUNCTUATION 

Introduction  205 

Lesson  31.     The  Period 207 

Lesson  32.  The  Interrogation   Point;    The  Exclamation   Point.. 211 

Lesson  33.     The  Semicolon  ;    The  Colon. : 217 

Lesson  34.     The  Comma 225 

Lesson  35.     The  Dash  ;   The  Parenthesis  ;    Brackets 233 

Lesson  36.     Quotation  Marks  239 

CAPITALIZATION 
Lesson  37.     Rules    for    Capitali/.atjux 247 

CORRESPONDENCE 

Lesson  38.  Introduction 255 

Lesson  39.  Titles  of  Address;  Salutations 275 

Lesson  40.  The  Composition  of  Business  Letters 279 

Lesson  41.  How  to  Construct  Effective  Sentences 283 

Lesson  42.  The  "Outline"  in  Letter  Writing 288 

Lesson  43.  Brevity  and  Clearness 292 

Lesson  44.  Tone 295 

Lesson  45.  Completeness   301 

Lesson  46.  Personality 306 

Lesson  47.  The  Letter  of  Application 310 

Lesson  48.  Letters  of  Inquiry 315 

Lesson  49.  Letters  Containing  Inclosures 320 

Lesson  50.  Letters  Ordering  Goods 323 

Lesson  51.  Collection  Letters 326 

Lesson  52.  Form  Letters 329 

Lesson  53.  Telegrams  and  Cablegrams 334 


APPLIED  BUSINESS  EX  GUSH 
LESSON   I 


THE  SENTENCE 

1.  Order  is  Heaven's  first  law. 

2.  Silence  is  golden. 

3.  Washington  was  president. 

4.  McKinley  was  assassinated. 

5.  We  all  teach  and  we  all  learn. 

6.  We  are  all  teachers  and  we  are  all  learners. 

Each  of  the  foregoing  expressions  conveys  some  thought  or  judgment. 
A  group  of  words  expressing  a  thought  or  a  judgment  is  a  sentence.  It  will 
al.so  be  seen  that  every  thought  or  judgment  has  three  essential  elements: 

1.  The  main  idea,  or  the  idea  about  which  the  mind  thinks  or  asserts 
something. 

2.  The  attributive  idea,  or  an  idea  that  the  mind  thinks  or  asserts  of 
the  main  idea. 

3.  The  relation  that  the  mind  sees  as  existing  between  these  two  ele- 
ments, thereby  uniting  them  into  one  thought  or  judgment. 

Subject 

The  word  or  group  of  words  that  expresses  the  main  idea  is  the  subject 
of  the  sentence. 

Predicate 

Tlie  word  or  group  of  words  that  expresses  the  attributive  idea  is  the 
predicate  of  the  sentence. 

Copula 

The  word  that  asserts  the  relation  between  the  subject  and  the  predicate 
is  the  copula. 

The  copula  is  usually  some  form  of  the  verb  "be,"  and  is  considered 
by  most  grammarians  a  part  of  the  predicate. 

Observation. — On  first  reading  the  fifth  sentence  it  may  seem  that  there  is  no  assert- 
ing word.  Compare  the  fifth  with  the  sixth  sentence,  however,  and  you  will  see  that  the 
verbs  "teach"  and  "learn"  are  of  a  two-fold  nature  in  that  they  express  the  attributive 
idea  and  make  the  assertion  as  well.  In  the  sixth  sentence  the  same  idea  is  conveyed,  but 
the  words  "teacher"  and  '"learner"  express  the  attributive  idea,  and  the  word  "are"  serves 
to  make  the  assertion. 


2  AP'PllED  BUSINESS  ENGLISH 

Modifiers 

To  the  three  essential  elements  of  every  thought  or  judgment  may  he 
added  subordinate  elements  represented  by  words  called  modifiers. 

Classification  of  Sentences 

1.  If  at  first  you  don't  succeed,  try,  try  again. 

2.  Study  your  lesson   diligently. 

3.  Who  was  Confucius? 

4.  How  many  are   greedy  of  public  applause! 

5.  Pass  in  quickly. 

6.  Ship  these  goods  as  soon  as  possible. 

7.  Tokio  is  the  capital  of  Japan. 

8.  Who  wrote  the  Emancipation  Proclamation? 

9.  O  Cromwell,  we  are  fallen  on  evil  times ! 
10.  Julius  Caesar  conquered  England  50  B.  C. 

Questions 

1.  What  sentences  in  the  foregoing  list  give  you  information? 

2.  What  sentences  ask  for  information  ? 

3.  What  sentences  express  strong  feeling  or  emotion? 

4.  What  sentences  command  or  entreat  you  to  do  something? 

Definitions 

A  declarative  sentence  is  a  sentence  that  gives  you  information. 

An  interrogative  sentence  is  a  sentence  that  asks  you  for  information. 

An  exclamatory  sentence  is  a  sentence  that  expresses  strong  feeling  or 
emotion. 

An  imperative  sentence  is  a  sentence  that  commands  or  entreats  you  to 
do  something. 


APPLIED  BUSINESS  ENGLISH                                 5 
Name ^''"^'^ 

EXERCISE   I 

Indicate  the  subject,  copula,  predicate,  and  modifiers  in  the  following 
sentences  by  diagrams  similar  to  the  models  given  below. 

(Deduct  one  per  cent  (or  each  error.) 

1.  Order  is  Heaven's  first  law. 

2.  Great  men  study  diligently. 

3.  The  bamboo  is  a  graceful  tree. 

4.  Chinese  homes  arc  bare  and  comfortless. 

5.  Loess  is  a  fine  clay. 

6.  It  is  a  fertile  soil. 

7.  King  Alfred  was  a  sublime  character.    • 

8.  Porto  Rico  is  a  valuable  acquisition. 

9.  Seeing  is  believing. 

10.  Truth  is  divine. 

11.  The  long  winter  nights  are  approaching. 

12.  Those  ripe,  rosy  apples  are  delicious. 

13.  Socrates  was  a  Greek  philosopher. 

14.  John  Greenleaf  Whittier  was  an  eminent  American  writer. 

15.  Hercules  was  a  mythological  Greek  god. 

16.  The  Holy  Bible  is  the  Christian's  guide. 

17.  Diligent  pupils  learn  rapidly. 

18.  Gracefully  bends  the  willow. 

Sub.  Cop.       Pred.  Sub.  Pred. 


Order 


is    :    law  2.  Men 


Mod. 


Heaven's  Great  | 


first 


study 
j  diligently 


Mod  Mod. 


3 4- 


S 6. 


7 8. 


9 10. 


II 12. 

[over] 


APPLIED  BUSINESS  ENGLISH 


13 14- 


15 16. 


17.    18. 


APPLIED  BUSINESS  ENGLISH 


Name. 


Grade . 


EXERCISE  2 

Classify  the  followingf  sentences  in  the  blank  spaces  below.    Note  particu- 
larly the  punctuation  of  each  sentence.  (Deduct  ten  per  cent  for  eacn  error.) 

1.  Give  me  of  every  language,  first  my  vigorous  English. 

2.  Oh,  how  full  of  briers  is  this  working-aay  world  1 

3.  Two  women  placed  together  make  cold  weather. 

4.  Ill  blows  the  wind  that  profits  nobody. 

5.  O,  he  was  gentle,  mild  and  virtuous ! 
0.  Think  of  that,  Master  Brook. 

7     If  you  have  tears,  prepare  to  shed  them  now. 

8.  O  Romeo,  Romeo  !  wherefore  art  thou  Romeo  ? 

9.  What's  aught  but  as  'tis  valued? 

10.     Lo !  as  he  turned  to  depart,  Priscilla  stood  beside  him. 


f   1. 


Declarative 


r  1. 


Interrogative 


[over] 


APPLIED  BUSINESS  ENGLISH 


Exclamatory      i 


f  1. 


Imperative 


AFP  LI  ED  BUSINESS  ENGLISH 


LESSON  II 


PARTS  OF  SPEECH 

The  words  of  the  English  language  are  divided  into  eight  classes,  called 
parts  of  speech. 

Nouns  and  Pronouns 

1.  The  Hudson  is  an  important  river  of  New  York. 

2.  The  river  was  deepened  by  dredging. 

3.  Help  me  to  understand  you. 

4.  Her  strength  lies  in  her  navy. 

5.  The  growth  of  America's  industries  has  been  enormous. 

6.  Who  is  he? 

7.  A  crowd  of  immigrants  reached  New  York. 

8.  The  singing  of  the  nightingale  is  a  great  treat. 

QUESTIONS 

1.  What  words  in  the  foregoing  sentences  express  objects  of  thought  by 
naming  them  ? 

2.  W'hat  words  in  the  foregoing  sentences  express  objects  of  thought 
without  naming  them? 

DEFINITIONS 

A  noun  (Latin  notnen — name)  is  a  word  used  to  express  an  object  of 
thought  by  naming  it. 

A  pronoun  (Latin  pro — for,  and  noincn — name)  is  a  word  used  to 
express  an  object  of  thought  without  naming  it. 

Verb 

1.  Shakespeare  was  a  poet. 

2.  Sugar  tastes  sweet. 

3.  James  was  struck  by  Dick. 

4.  Niagara  Falls  looks  sublime  in  winter. 

5.  The  weather  continues  cold. 

6.  Columbus  discovered  .\merica  in  1492. 

7.  Yachting  is  pleasant. 

8.  The  table  feels  hard. 

QUESTIONS 

1.  What  words  in  the  foregoing  sentences  assert  relation  between  the 
subject  and  the  predicate? 

2.  What  words,  in  addition  to  asserting  relation  between  the  subject  and 
the  predicate,  express  action? 


APPLIED  BUSINESS  ENGLISH 


DEFINITION 


A  verb   (Latin  verbum — word)   is  a  word  that  asserts  relation  between 
tlie  subject  and  the  predicate,  or  denotes  some  action  of  the  subject. 
Observation. — A  sentence  cannot  exist  without  a  verb. 

Adjective 

1.  Those  three  dark-eyed  savages  live  in  yonder  hut. 

2.  An  honest  man's  the  noblest  work  of  God. 

3.  This  ploughed  field  will  bloom  with  many  varieties  of  exquisite  roses. 

4.  Dutch  cheeses  are  the  favorite  relish  of  English  epicures. 

5.  Every  seventh  year  was  held  sacred  by  the  Hebrew  nation. 

6.  You  two  are  excused. 

QUESTION 

What  words  in  the  foregoing  sentences  limit  or  describe  in  some  way  the 
objects  of  thought  expressed  by  the  nouns  and  pronouns? 

DEFINITION 

An  adjective  (Latin  ad — to,  and/ar^r^ — to  throw)  is  a  word  used  to  ex- 
press an  idea  that  limits  or  describes  an  ol)ject  of  thought  expressed  by  a 
noun  or  pronoun. 

Observation. — An  adjective  always  belongs  to  some  noun  or  pronoun. 

Adverb 

1.  He  walks  very  rapidly.  I 

2.  He  walked  backward  and  forward. 

3.  The  message  came  too  late. 

4.  He  seldom  comes  back  early. 

5.  Why  did  you  leave  the  room  so  suddenly? 

6.  Speak  distinctly  and  not  so  rapidly. 

7.  He  worked  rapidly  but  painfully. 

8.  The  fields  will  soon  be  ploughed. 

QUESTION 

What  words  in  the  foregoing  sentences  express  ideas  that  modify  in  some 
way  ideas  expressed  by  verbs  or  adjectives? 

DEFINITION 

An  adverb  (Latin  ad — to,  and  verbum — word)  is  a  word  that  represents 
an  idea  modifying  the  idea  expressed  by  some  verb,  adjective,  or  other  adverb. 


APPLIED  BUSINESS  ENGLISH  9 

Observation. — Adverbs  usually  answer  the  questions  howl'   why?   when?   where?   or 
to  what  degree? 

Conjunction  and  Preposition 

1.  Carthage  and  Rome  were  rival  powers. 

2.  Sink  or  swim,  live  or  die,  survive  or  perish,  I  give  my  hand  and  my  heart  to  this 
vote. 

3.  Thus  dwelt  together  in  love  these  simple  Acadian  farmers, 
Dwelt  in  the  love  of  God  and  of  man. 

4.  I  was  a  child  and  she  was  a  child. 

5.  He  was  silent,  for  he  knew  not  what  to  say. 

6.  The  man  walked  across  the  street. 

7.  The  man  walked  in  the  street. 

8.  The  man  walked  beside  the  street. 

9.  The  man  walked  between  the  streets. 

10.  Paderewski  is  fond  of  music. 

11.  The  man  at  the  door  is  the  watchman. 


QUESTIONS 

1.  What  words  in  the  foregoing  sentences  express  relation  between  ideas 
of  equal  rank  or  kind? 

2.  What  words  express  relation  between  complete  thoughts^ 

3.  What  words  express  relation  between  ideas  of  unequal  rank  or  kind? 

DEFINITIONS 

A  conjunction  (Latin  con — together,  and  jugare — to  join)  is  a  word  that 
expresses  relation  between  ideas  of  equal  rank  or  between  thoughts. 

Caution. — The  teacher  should  see  that  the  pupil  understands  the  distinction  between 
idea  and  thought. 

A  preposition  (Latin  pre — before,  and  positus — placed)  is  a  word  that 
expresses  relation  between  ideas  of  unequal  rank  or  kind, 

OBJECT  AND  PREPOSITIONAL  PHRASE 

The  noun  or  pronoun  that  follows  a  preposition  is  called  the  object.    The 
preposition  and  its  object  constitute  a  prepositional  phrase. 


Interjection 


1.  Alas!   we  are  too  late. 

2.  Oh  !    where  can  rest  be  found  ? 

3.  O  bosom  black  as  death! 


10  APPLIED  BUSINESS  ENGLISH 

QUESTION 

What  words  in  the  foregoing-  sentences  express  strong  feehng  or  emotion  ? 

DEFINITION 

An  interjection   (Latin  inter — between,  and  jecius — thrown)  is  a  word 
that  expresses  strong  feehng  or  emotion. 

INDEPENDENT  ELEMENT 

Interjections  have  no  grammatical   connection   with   the  rest  of  the  sen- 
tence, and  are  said  to  be  used  independently. 

Words  Variously  Used 

The  same  word  may  belong  to  different  parts  of  speech.     The  part  of 
speech  is  always  determined  by  the  use  of  the  word  in  the  sentence ;  as, 
Noun — We  shall  meet  on  the  full  of  the  moon. 
Verb — The  moon  fulls  on  the  15th  of  the  month. 
Adjective — A  full  house  greeted  the  speaker. 
Adverb — "Full  many  a  gem  of  purest  ray  serene." 


APPLIED  BUSINESS  ENGLISH 


11 


Name. 


Grade . 


EXERCISE  3 

Classify  the  italicized  words  in  the  following  sentences  according  to  the 
ideas  they  represent.    Note  the  number  of  words  to  be  selected. 

(Deduct  two  per  cent  for  each  error.) 

1.  Sleep  not  when  others  speak,  sit  not  when  others  stand,  speak  not  when  you  should 

hold  your  peace,  walk  not  when  others  stop. 

2.  Read  no  letters,  books,  or  papers  in  company;  but  when  there  is  a  necessity  for  doing 

it,  you  must  ask  leave.  Come  not  near  the  books  or  writings  of  any  one  so  as  to 
read  them,  unless  desired,  nor  give  your  opinion  of  them  unasked ;  also,  look  not 
nigh  when  another  is  writing  a  letter. 

3.  Let  your  discourse  zvith  men  of  business  be  short  and  comprehensive. 

4.  Undertake  not  to  teach  your  equal  in  the  art  he  himself  professes :    it  savors  of 

arrogancy.  w^ 

5.  Play  not  the  peacock,  looking  everywhere  about  you  to  see  if  you  be  well  decked,  if 

your  shoes  fit  well,  if  your  stockings  fit  neatly,  and  clothes  handsomely. 

6.  Go  not  thither  where  you  know  not  whether  you  shall  be  welcome  or  not.    Give  not 

advice  without  being  asked,  and  when  desired,  do  it  briefly. 

7.  Think  before  you  speak;  pronounce  not  imperfectly,  nor  bring  out  your  words  too 

hastily,  but  orderly  and  distinctly. 

8.  Undertake  not  what  you  cannot  perform,  but  be  careful  to  keep  your  promise. 

9.  When  you  speak  of  God  or  his  attributes,  let  it  be  seriously,  in  reverence.     Honor 

and  obey  your  natural  parents,  although  they  be  poor. 


10 
Nouns 

8 
Pronouns 

8 
Verbs 

7 
Adjectives 

8 
Adverbs 

5 
Conjunctions 

4 
Prepositions 

1, 

2. 

1 

?, 

1 

4. 

i 

5 

1 

6, 

1 

1 

1 

7 

i 

! 

8 

1 

i 

9 

1 

10 

1                        1 

t 

1 

1 

APPLIED  BUSINESS  EX  GUSH                                13 
Name Grade 

EXERCISE  4 

Indicate  the  use  of  each  itaHcized  word  in  the  following  sentences  hv 
writing  the  name  of  the  part  of  speech  at  the  end  of  each  sentence. 

(Deduct  three  per  cent  for  each  error.) 

1.  Bear  ye  one  another's  burdens. 

2.  The  hear  hibernates  in  the  winter. 

3.  The  bear  skin  lay  on  the  floor. 

4.  The  flag  waved  over  the  fort. 

5.  They  flagged  the  train. 

6.  This  is  pungent  flag  root. 

7.  A  little  child  shall  lead  them. 

8.  Little  was  expected  of  the  delicate  child. 

9.  The  unwise  student  sleeps  little. 

10.  He  belittled  the  action. 

11.  The  blue  sky  was  gemmed  with  stars. 

12.  Blue  was  a  favorite  color. 

13.  The  laundress  blued  the  clothes. 

14.  The  prisoner  paid  his  fine. 

15.  Fine  feathers  do  not  make  fine  birds. 

16.  The  man  was  fined  two  hundred  dollars. 

17.  The  boy  did  finely. 

18.  John  is  head  of  the  firm. 

19.  Who  heads  the  expedition  ? 

20.  The  Atlantic  liner  weathered  the  gale. 

21.  The  weather  was  cold  for  June. 

22.  The  sailor  must  keep  his  zceaiher  eye  open. 

23.  She  was  //^/j/-hearted. 

24.  The  town  was  well  lighted.  • 

25.  The  electric  lights  illumine  the  streets. 

26.  He  spoke  too  lightly  of  the  solemn  subiect. 

27.  Bishop  Spalding  is  an  eminent  divine. 

28.  The  hand  that  made  us  is  divine. 

29.  They  divined  the  meaning  instantly. 

30.  She  was  divinely  fair. 

31.  Like  produces  like. 

32.  I  like  grammar. 

33.  We  have  like  opportimltiet. 

34.  He  ran  like  a  wolf. 


APPLIED  BUSINESS  ENGLISH  I.S 

LESSON  III 


CLASSIFICATION  OF  NOUNS 

1.  The  largest  cities  of  the  United  States  are  New  York,  Chicago,  and  Philadelphia. 

2.  After  the  adjounimetit  of  the  society  there  was  singing,  playing,  and  dancing. 

3.  Are  fleets  and  armies  necessary  to  a  work  of  love  and  reconciliation? — Patrick 

Henry. 

4.  Bad  behavior  the  /atc^  cannot  reach. — Emerson. 

5.  T/te  word  of  ambition  at  the  present  day  is  Culture.     Whilst  all  the  world  is  in 

pursuit  of  power,  and  of  wealth  as  a  means  of  power,  culture  corrects  the 
theory  of  success. — Emerson. 

QUESTIONS 

1.  What  nouns  in  the  foregoing  sentences  represent  objects  of  thought, 
but  do  not  distinguish  their  objects  from  others  of  the  same  class? 

2.  What  nouns  distinguish  their  objects  from  others  of  the  same  class? 

3.  What  nouns  name  groups  of  objects? 

4.  What  nouns  name  qualities  or  attributes  of  objects? 

5.  What  nouns  are  names  of  actions  ? 

DEFINITIONS 

A  common  noun  is  any  name  given  to  an  object  to  denote  the  class  to 
which  it  belongs ;  as,  boy,  town,  year. 

A  proper  noun  is  any  name  that  distinguishes  its  object  from  others  of 
the  same  class;  as,  John,  Alaska,  June. 

A  collective  noun  is  a  name  that  in  the  singular  form  denotes  an  aggre- 
gation or  collection ;  as,  swarm,  army,  commiltee. 

An  abstract  noun  is  the  name  of  any  quality  or  attribute  of  an  object ; 
as,  strength,  goodness,  poverty. 

A  verbal  noun  is  the  name  of  an  action ;  as,  singing,  skating,  seeing. 

All  nouns  not  belonging  to  any  of  the  other  classes  are  called  class  nouns. 
Observation. — Two  or  more  words  are  often  used  to  form  one  name  and  should  be 
considered  as  one  noun;  as,  New  York  City,  Webster's  Unabridged  Dictionary,  The 
Chambered  Nautilus. 

Capitalization  of  Nouns 

A  proper  noun  should  always  begin  with  a  capital  letter.  A  noun  usually 
proper  becomes  common  when  it  ceases  to  distinguish  its  object  from  others  of 
the  same  ciass;  as,  "Jo^"  Milton  was  an  English  poet."  iTe  is  the  Milton 
of  his  age." 


16 


11- 1' LI  ED  BUSINESS  ENGLISti 


The  word  "Milton"  in  the  second  sentence  is  a  common  noun,  as  it  may 
be  appHcd  to  any  one  having  the  characteristics  of  Milton.  Personal  names, 
however,  even  when  used  as  common  nouns,  still  retain  their  caoital  letters. 

A  noun  usually  common  becomes  proper  when  it  distinguishes  its  object 
from  others  of  the  same  class,  and  when  so  used  should  begin  with  a  capital 
letter;  as,  "He  made  many  good  resolutions  at  the  beginning  of  the  new  year." 
"He  usually  made  good  resolutions  on  New  Year's  Day." 

Common  nouns  are  sometimes  capitalized  when  they  are  personified ;  as, 
"When  Spring  smiles,  we  forget  Winter's  frown." 

Newspaper  Style 

It  is  very  difficult  to  give  any  definite  rules  for  capitalization,  when  there  Is 
so  much  difference  in  the  use  of  capitals  in  the  various  newspaper  and  other 
publishing  houses.  The  tendency  is,  however,  toward  the  use  of  fewer  capital 
letters.  Fewer  capitals  are  used  in  business  correspondence,  newspapers  and 
magazines  than  in  book  work.  Study  the  following  examples  selected  from 
daily  newspapers. 


NEW    YORK    TIMES 

1.  The  President  of  the  United  States. 

2.  Wm.  F.  King,  President  of  the  Mer- 

chants' Association. 

3.  The  President  of  the  National  Asso- 

ciation. 

4.  The  Governor  of  New  York. 

5.  New  York  State  Legislature. 

6.  The  Senate  and  the  House. 

7.  The    Democrats    and    Republicans    of 

Congress. 

8.  Civil  Servibe  Commission. 

9.  Young  Republican  Club. 

10.  County  Court;    Grand  Jury. 

11.  Metropolitan  Railway  Company. 

12.  Grand  Central   Station. 

13.  East  Thirteenth  Street  and  Westervelt 

Avenue. 

14.  St.     Michael's     Protestant     Episcopal 

Church. 

15.  Spanish- American  War. 


CHICAGO    TRIBUNE 

1.  The  president  of  the  United  States. 

2.  Dr.  James  B.  Angell,  president  of  the 

University  of  Michigan. 

3.  The  senate  and  the  house. 

4.  The  governor  and  legislature  of  Illi- 

nois. 

5.  Circuit  and  Superior  courts. 

6.  The    Republicans    and    Democrats    of 

congress. 

7.  International  Harvester  company. 

8.  The  Masonic  club  of  Yale  university. 

9.  New      York      Avenue      Presb)rterian 

church. 

10.  Continental  National  bank. 

11.  Cook  County  board. 

12.  Seventy-ninth  street  and  Lowe  avenue. 

13.  Russian-Japanese  war. 

14.  The  Eighth  ward. 

15.  Wheeling  and  Lake  Erie  railroad. 


APPLIED  BUSINESS  ENGLISH 


17 


Name. 


Grade . 


EXERCISE  5 

Classify  the  italicized  nouns  in  the  following  sentences: 

(Deduct  three  per  cent  for  each  error.) 

1.  After  many  hours'  deliberation  the  fury  rettimed  its  verdict. 

2.  A  committee  is  a  miniature  assembly  that  meets  for  the  purpose  of  transacting  busi- 

ness. 

3.  The  fruit  is  the  spirit  of  love,  peace,  long-suflFering,  gentleness,  goodness,  meekness, 

faith,  and  self-control. 

4.  The   course   consists   of   the    study   of    music,   painting,   grammar,   chemistry,   and 

astronomy. 

5.  The  army  was  delayed  owing  to  the  burning  of  the  bridges. 

6.  We  read  about  the  landing  of  the  Pilgrims. 

7.  Many  difficulties  were  encountered  in  the  laying  of  the  Atlantic  cable. 

8.  Mercury,  Venus,  and  Earth  are  planets. 

9.  The  syncd  voted  for  a  revision  of  the  creed. 

10.  It  is  the  duty  of  the  United  States  to  establish  and  maintain  a  just  and  lawful 
government  in  Cuba,  of  some  sort,  as  much  as  it  is  her  duty  to  maintain  a  similar 
government  in  Alaska  or  Missouri  or  the  District  of  Columbia. 


10 
PROPER 

COMMON 

5 
Collective 

10 
Abstract 

5 

Verbal 

2 
Class 

1 

2 

3 

4 



K 

f. 

1 

8 

9 

10. 

. 

APPLIED  BUSINESS  ENGLISH  19 


Name Grade. 


EXERCISE  6 

Underscore  each  word  in  the  following  sentences  that  should  begin  with  a 

capital  letter.  (Deduct   one    per   cent    for   each    error.) 

1.  The  company  has  made  rapid  progress. 

2.  The  gregg  publishing  company  is  located  on  wabash  avenue. 

3.  There  was  no  other  avenue  of  escape. 

4.  Whittier  wrote  the  "corn  song." 

5.  Sing  a  song  to  me. 

6.  Both  the  democrats  and  the  republicans  will  hold  their  convention  in  June. 

7.  Jefferson  was  a  man  of  democratic  principles. 

8.  The  countries  of  south  america  have  been  hindered  in  their  progress  by  many  revolu- 

tionary wars. 

9.  The  revolutionary  war  began   in  earnest  after   the   signing  of   the  declaration  of 

independence. 

10.  The  tyranny  of  the  king  led  the  people  to  a  declaration  of  their  independence. 

11.  The  gymnasium  will  be  built  during  the  spring  and  summer. 

12.  When  spring  smiles,  we  forget  winter's  frown. 

13.  President  madison  was  the  fourth  president  of  the  united  states. 

14.  The  wind  is  from  the  west. 

15.  He  was  brought  up  in  the  west. 

16.  Daniel  webster  was  a  great  statesman. 

17.  Where  are  the  daniel  websters  of  to-day? 

18.  "Our  father  which  art  in  heaven." 

19.  The  boy's  father  gave  him  the  money. 

20.  I  refer  to  mr.  r.  c.  jones,  cashier  of  the  com  exchange  bank. 

21.  Mr.  cannon  is  speaker  of  the  house  of  representatives. 

22.  We  were  talking  with  speaker  cannon. 

23.  The  bill  was  passed  by  the  house  and  the  senate,  and  signed  by  the  president. 

24.  This  is  a  power  that  congress  possesses  but  the  secretary  of  war  does  not  possess. 

25.  Thanksgiving  day  in  the  united  states  is  an  annual  festival  of  thanksgiving  for  the 

mercies  of  the  closing  year.  It  is  a  national  harvest  festival,  fixed  by  proclama- 
tion of  the  president  and  the  governors  of  states.  Since  1817  the  day  has  been 
observed  anmtally  in  new  york,  and  since  1863  the  presidents  have  always  issued 
proclamations  appointing  the  last  thursday  in  november  as  thanksgiving  day. 


APPLIED  BUSINESS  ENCIJSH  21 

LESSON  IV 


MISUSED  NOUNS 

Ability,  capacity. —  In  general,  capacity  signifies  the  power  to  receive  and 
retain,  while  ability  signifies  the  power  to  do.  Ability  may  be  either  mental  or 
physical,  while  capacity,  when  applied  to  persons,  is  always  mental.  Napoleon 
liad  great  capacity  as  a  general,  as  well  as  ability  to  direct  the  movements  of 
his  armies.  A  man  may  have  unusual  capacity  for  acquiring  knowledge,  and 
but  little  ability  to  make  use  of  his  knowledge. 

Admittance,  admission. — Admittance  refers  to  place;  admission  refers 
also  to  position,  privilege,  favor,  etc.  A  man  may  gain  admittance  to  the 
rooms  of  a  college,  who  would  not  be  allowed  admission  as  a  student. 

Address,  speech,  talk. — An  address  is  formal  and  may  be  either  written 
or  spoken.  A  speech  is  less  formal  and  is  presumed  to  be  spoken.  Addresses 
and  speeches  are  usually  delivered  on  some  special  subject,  while  a  talk  is 
usually  made  at  random  and  may  denote  a  mere  utterance  of  words  with  little 
thought.  His  talk  was  mainly  made  up  of  oaths  and  curses.  His  talk  was 
empty. 

Amateur,  novice. —  An  amateur  is  one  versed  in,  or  a  lover  and  practiccr 
of,  any  particular  pursuit,  art,  or  science,  but  not  engaged  in  it  professionally. 
"A  novice  is  one  who  is  new  or  inexperienced  in  any  art  or  business — a  begin- 
ner, a  tyro.  An  amateur  may  be  an  artist  of  great  experience  and  extraor- 
dinary skill." — Ayres. 

Answer,  reply. —  "An  answer  is  given  to  a  question ;  a  reply  to  an  asser- 
tion. We  aiiS7>.'er  letters  and  reply  to  any  arguments,  statements,  or  accusations 
they  may  contain.  We  very  properly  write,  "I  have  now,  I  believe,  oiisivered 
all  your  questions  and  replied  to  all  your  arguments.'  " — Ayres. 

Audience,  spectators. —  An  audience  is  an  assembly  of  hearers.  Specta- 
tors are  on-lookers.  The  speaker  held  the  attention  of  his  audience.  The  ball 
game  was  watched  by  thousands  of  spectators. 

Balance,  remainder,  rest. — Balance  is  the  difference  between  two  sides  of 
an  account — the  amount  that  is  necessary  to  make  one  equal  to  the  other. 
Rest  signifies  that  which  remains  behind.  It  is  used  of  any  part,  large  or 
small,  and  is  applicable  to  both  persons  and  things.  Remainder  usually  sig- 
nifies the  smaller  part  after  the  greater  part  has  been  taken,  and  is  applicable 
only  to  things.  T  still  have  a  balance  at  the  bank.  We  attended  the  conven- 
tion in  the  morning,  and  the  rest  of  the  day  was  spent  in  sight-seeing.     A  few 


22  APPLIED  BUSINESS  ENGLISH 

of  the  men  gained  admittance  to  the  building,  but  the  rest  remained  outside. 
After  providing  for  his  wife  and  children,  the  testator  left  the  remainder  of 
his  estate  to  his  nephew. 

Depot,  station. — "A  depot  is  a  place  where  stores  and  material  are  de- 
posited for  safe  keeping.  A  station  is  a  place  where  trains  and  passengers 
stand  for  each  other." — Richard  Grant  White.  The  goods  were  hauled  from 
the  Illinois  Central  freight  depot.  The  train  arrived  at  the  La  Salle  street 
station. 

Error,  mistake,  blunder. —  An  error  is  any  unintentional  deviation  from 
the  standard  of  right;  a  mistake  is  an  error  of  judgment.  A  blunder  is  an 
inexcusable  error  committed  through  glaring  ignorance,  heedlessness,  or  awk- 
wardness. The  stenographer  made  many  errors  in  typewriting  the  letter.  She 
made  a  mistake  in  transcribing  her  notes,  and  blundered  by  copying  the  name 
and  address  incorrectly. 

Evidence,  testimony. —  Evidence  is  that  which  convinces ;  testimony  is 
that  which  is  intended  to  convince.  The  testimony  in  the  case  showed  no 
evidence  of  the  man's  guilt. 

Hesitation,  hesitancy. —  Hesitation  signifies  a  pausing  or  delay  in  forming 
an  opinion  or  beginning  action.  Hesitancy  signifies  habit  of  hesitation.  I  have 
no  hesitation  in  recommending  this  young  man  for  a  position,  although  he  has 
a  hesitancy  in  his  speech. 

Lady,  woman,  gentleman,  man. —  Avoid  the  use.  of  lady  and  gentleman 
where  man  and  woman  will  do. 

Lunch,  luncheon. — Lunch  is  a  verb.  Luncheon  is  a  noun.  "Gents  wear 
pants  and  eat  lunch;  men  wear  trousers  and  eat  luncheon."  We  lunch  each 
day  at  12:00  M.    A  luncheon  was  given  for  him  at  the  Auditorium  Annex. 

Majority,  plurality. — A  majority  means  more  then  half,  while  a  plurality 
means  a  greater  number.  In  an  election  a  man  has  a  plurality  if  he  has  more 
votes  than  any  one  else;  he  has  a  majority  if  he  has  more  than  half  of  the 
votes  cast. 

Neglect,  negligence. —  Neglect  signifies  the  omission  to  do  the  thing  that 
ought  to  be  done.  Negligence  denotes  the  habit  of  neglecting.  The  switch- 
man's neglect  caused  the  wreck.  The  employee  was  dismissed  on  account  of 
his  negligence. 

News,  tidings. —  News  is  general,  while  tidings  are  personal.  We  re- 
ceive netvs  of  the  battle,  tidings  of  friends  engaged  in  it. 


APPLIED  BUSINESS  ENGLISH  23 


Name Grade . 

EXERCISE  7 


Insert  in  each  blank  space  the  noun  that  expresses  the  exact  meaning : 

(Deduct  three  per  cent  for  each  error.) 

Ability — capacity 

1.  To  make  a  success,  a  man  must  have  the  to  stick  to  a  task  until  it  is 

finished. 

2.  The  general  displayed  great in  the  management  of  his  army. 

3.  Many  men  have  the for  managing  the  concerns  of  others,  who  would 

not  have  the for  conducting  a  concern  of  their  own. — Crahb. 

4    The  student  did  not  have  the to  grasp  the  subject. 

5.    The  explanation  of  these  words  will  be  very  clear  to  a  student  of  good 

6 is  the  gift  of  nature of  education. — Taylor. 

7 is  requisite  to  devise  and   to  execute  a  great  enter- 
prise.— Taylor. 

Admittance — admission 

1.  We  applied  for  at  the  gate. 

2.  He  gained to  the  room  through  the  open  door. 

3.  Illinois  secured as  a  state  in  1818. 

4.  He  was  denied to  the  society. 

Address — speech — talk 

1.  His was  free  and  easy. 

2.  The  professor's on  "Political  Economy"  was  carefully  prepared  before 

it  was  delivered  to  his  class. 

3.  The  man  who  cannot  put  fire  into  his should  put  his 

into  the  fire. — Mathews. 

4.  The  member  of  Parliament  made  a   

Amateur — novice 

1.  T  am  young,  a in  the  trade. 

2.  Xo  one  but  will  be  admitted  to  the  contest. 

Answer — reply 

1.  Every is  an  f a )    though  every  is  not  a 

reply. — Graham. 

2.  An  (a)   should  be  plain,  an  (a")   conclusive. — Taylor. 

3.  The  attorney to  the  objection. 

4.  I  shall your  letter  to-morrow. 

[over] 


24  APPLIED  BUSINESS  ENGLISH 

Audience — spectators 

1.  The  eyes  of  the  were  filled  with  dust. 

2.  The applauded  the  words  of  the  speaker. 


Balance — remainder — rest 

1.  The of  the  land  shall  be  divided  between  the  two  boys. 

2.  Armed  like  the the  Trojan  prince  appears. — Dryden. 

3.  The  youth  had  to  be  content  with  the  small 

4.  This  state  held  the  of  power. 

5.  The  bookkeeper  could  not  get  his for  the  month. 

6.  We  spent  the of  the  evening  at  home. 


APPLIED  BUSINESS  ENGLISH  25 


Name Grade . 


EXERCISE  8 

Insert  in  each  blank  space  the  noun  that  expresses  the  exact  meaning : 

(Deduct  three  per  cent  for  each  error.) 

Depot — station 

1.  The  with  all  its  stores,  was  burned. 

2.  We  arrived  at  the two  minutes  late. 

Error — mistake — blunder 

1.  At    first    I    thought    the    man    was    an    old    acquaintance,    but    on    discovering    m> 

I  immediately  apologized  for  my  apparent  rudeness. 

2.  The  judge  made  a  (an) in  overruling  the  objection. 

3.  The  bookkeeper  found  a  (an) in  his  books. 

4.  His  in  introducing  the  speaker  created  a  general  laugh. 

Evidence — testimony 

1.  The  reporter  transcribed  several  pages  of  

2.  The  criminal's  own  story  was  the  best of  his  guilt. 

Hesitation — hesitancy 

1.  We  have  no  time  in  this  world  for 

2.  Some  reasoned  without  doubt  or — Atterbury. 

i.    The  witness  answered  with  much 

Lady — woman — gentleman — man 

1.  In  England  the  title is  correlative  to  lord,  but  in  this  country  it  is  a  name 

that  may  be  given  to  any  well-bred  or  well-dressed 

2.  In  England is  a  title  applied  to  every above  the  rank 

of  yeoman,  but  in  this  country  a  is  a  ". . . .  of  good 

breeding  and  character. 

3.  This  table  is  reserved  for 

4.  The will  please  remove  their  hats. 

Limch — luncheon 

1.  Did  you  bring  our ,  or  shall  we  out  to-day? 

2.  We  shall  at  1 :30  to-day. 

Majority — plurality 

1.  "B"   received  400  votes.     "C"   received   500  votes.     "D"   received  250  votes.     "Cs" 

was votes. 

2.  A  candidate  for  the  United  States  Senate  must  have  a  of  the 

votes  of  the  State  Legislature  in  order  to  be  elected. 

[oveb] 


26  API'LILD  BUSINESS  ENGLISH 

Neglect — negligence 

1.  Young  people  should  beware  of  

2.  The  soldier  was  charged  with  of  duty. — Taylor. 

News — tidings 

1.  In  time  of  war  the  public  is  eager  for  ,  and  persons  who  have  friends  or 

relatives  in  the  war  are  anxious  to  have from  them. 

2.  The  letter  brought  me  good 

3 is  convej'ed  by  letter,  word,  or  mouth, 

And  comes  from  North,  East,  West,  or  South. 


APPLIIiD  Bi:>i.\L:^.'i  i:..\l,L1SH  27 

LESSON  V 


MISUSED  NOUNS  (continued) 

Part,  portion. — A  part  is  something  less  than  the  whole.  A  portion  means 
a  part  allotted  or  assigned.  I  have  only  a  part  of  the  money.  The  father's 
portion  was  divided  between  his  two  sons. 

Party,  person. —  Do  not  use  party  for  person  except  in  legal  work.  We 
speak  of  the  party  of  the  first  part,  the  party  of  the  second  part,  etc.,  but  we 
should  say,  "I  know  a  person  (not  party)  that  will  do  the  work." 

Patron,  customer. — The  use  of  the  word  patron  for  customer  is  purely 
a  commercialism  and  should  be  avoided.  We  speak  of  the  patrons  of  art  and 
of  useful  undertakings,  but  of  a  merchant's  customers. 

Pretence,  pretension. —  A  pretence  is  something  set  forth  to  conceal  that 
which  is  real.  A  pretension  is  something  advanced  to  display  that  which  is 
good.  Men  sometimes  make  a  pretence  of  religion  for  the  credit  or  advantage 
they  gain  by  it.  "It  is  often  charged  among  writers,  that,  with  all  their  pre- 
tensions to  genius  and  discoveries,  they  do  little  more  than  copy  one  another." 
— Johnson. 

Principal,  principle. — Principal  means  chief ;  highest  in  rank ;  most  im- 
portant or  considerable ;  one  who  takes  the  lead,  principle  means  a  fundamen- 
tal or  primary  truth.  We  speak  of  the  principal  of  the  note;  the  principal  of 
the  firm  or  the  school ;  the  principles  of  law,  of  grammar,  of  shorthand. 

Progress,  progression,  advance,  advancement. —  Progress  and  progres- 
sion imply  an  onward  movement  that  may  close  only  with  life,  while  advance 
or  advancement  imply  a  moving  forward  to  certain  objects  or  limits  that  may 
end  within  life.  Progress  and  advance  are  applied  to  that  which  is  past,  while 
progression  and  advancement  are  applied  to  that  which  is  going  on  at  the  pres- 
ent time.  The  United  States  has  made  great  progress  in  the  past,  and  is  still 
in  a  state  of  progression.  The  studious  pupils  are  in  advance  of  the  idle  oties. 
He  is  making  rapid  advancement  in  his  work,  and  will  soon  have  it  finished. 

Proposition,  proposal. — A  proposition  is  something  presented  for  discus- 
sion. A  proposal  is  something  presented  for  acceptance  or  rejection.  A  proposi- 
tion for  a  bond  issue  was  presented  to  the  city  council.  He  made  her  a  pro- 
posal of  marriage. 

Pupil,  student,  scholar. —  Pupil  signifies  one  under  the  close  supervision 
or  instruction  of  a  teacher  or  tutor.  Student  suggests  less  of  personal  super- 
vision than  pupil.  Scholar,  in  the  prirnary  sense,  signifies  one  that  is  being 
schooled.     In  its  general  acceptation,  however,  the  word  signifies  one  that  is 


28  APPLIED  BUSINESS  ENGLISH 

thoroughly  schooled.  Many  of  the  pupils  of  the  secondary  schools  become 
students  in  our  colleges  and  universities,  but  only  a  few  eventually  become  real 
scholars. 

Quantity,  number. —  Quantity  should  be  used  in  speaking  of  collection  or 
mass,  number  in  speaking  of  individuals ;  as,  a  quantity  of  sugar ;  a  quantity 
of  gold ;  a  number  of  books ;  a  number  of  people. 

Relations,  relatives. — While  there  is  some  authority  for  the  use  of  re- 
lations in  the  sense  of  persons  that  are  related  by  birth,  precision  is  gained  by 
using  relatives  in  -the  sense  of  kinsfolk,  and  relations  in  the  sense  of  connec- 
tions between  any  persons  or  things.  However,  the  expression,  "poor  rela- 
tions," is  preferable  to  "poor  relatives."  I  have  many  relatives  Hving  in  Chi- 
cago. Friendly  relations  existed  between  the  two  countries,  but  a  relationship 
(kinship)   existed  between  the  two  families. 

Requirement,  requisite. — "A  requirement  is  something  prescribed  by  a 
person  or  by  a  body  of  persons.  A  requisite  is  something  demanded  by  the 
nature  of  things.  A  requisition  is  an  authoritative  demand  or  an  official 
request." — A.  S.  Hill.  The  requirements  of  the  office  were  very  exacting.  A 
thorough  knowledge  of  English  is  one  of  the  requisites  of  a  good  stenographer. 
One  state  may  make  a  requisition  to  another  to  surrender  a  fugitive  from  jus- 
tice. 

• 

Section,  region,  vicinity,  neighborhood. —  A  section  is  a  definite  division. 
Region  is  used  of  extensive  tracts  lying  about  some  specific  center  or  under 
some  great  influence.  Vicinity  is  used  to  designate  the  nearness  of  one  thing 
to  another,  or  of  a  person  to  a  place.  Neighborhood  includes  both  the  place  or 
places  in  the  vicinity  and  the  persons  inhabitating  them.  A  section  of  land  is 
six  hundred  and  forty  acres.  He  lived  in  the  Arctic  regions.  The  towns  in 
the  vicinity  of  the  volcano  were  destroyed.  He  is  a  man  of  my  own  neigh- 
borhood. 

Site,  situation. —  "A  thing  stands  in  a  situation  and  rests  upon  a  site." — 
Smith.  The  situation  of  anything  is  its  position  in  relation  to  its  surroundings. 
A  site  has  been  selected  for  the  museum. 

Vocation,  avocation. —  A  vocation  is  a  person's  regular  busmess  or  call- 
ing. An  avocation  is  something  aside  from  one's  regular  calling.  The  man 
has  taken  up  his  vocation  of  teaching.  His  many  avocations  interfered  with 
his  regular  business.  Vocation  means  a  calling,  as  "a"  means  "away."  "A 
man's  avocations  are  those  pursuits  or  amusements,  which  engage  his  atten- 
tion when  he  is  'called  away  from'  his  regular  business  or  profession — as 
music,  fishing,  oratorv." — Mathews. 


APPLIED  BUSINESS  ENGLISH  29 


Name Grade 

EXERCISE  9 

Insert  in  each  blank  space  the  noun  that  expresses  the  exact  meaning: 

(Deduct  three  per  cent  for  each  error.) 

Part — portion 

1 is  a  general  term  and  is  opposed  to  the  whole,  and  may  be   forir.ed  by 

accident,  or  by  design  ;  represents  individuals. 

2.  I  received  my of  the  estate. 

3.  T  am  told  he  was  a  man  of  great  — Jolntsou. 

4.  To  think  her was  done. — Milton. 

5.  A  of  the  people  followed  along  the  shore. 

Party — person 

1.     This  man  is  a  to  the  suit. 

He  is  a  of  excellent  habits. 

Did  you  see  the for  whom  you  were  looking? 

I'll  have  a at  the  Bedford  Head.— Pof>e. 

Gentlemen  all.  I  do  .suspect  this  trash 

To  be  a  in  this  injury. — Shakespeare. 

Patron — customer 

1.  The  merchant  treated  his courteously. 

2.  St.  Michael  is  mentioned  as  a ')f  the- Jews. — Dryden. 

3.  A    is  one  who   is   in   the   habit   of   buying  at   a   shop,   store, 

factory,  etc. 

4.  The  institution  numbers  Mrs.  Burton  among  its 

5.  This  railroad  has  many 

Pretence — pretension 

1.  The  man  obtained  the  money  under  false  

2.  Those  who  make  the  highest   often  have  but  slender  claim  to 

public  favor. 
.3.     Men    indulge    those    opinions    and    practices    that    favor    their    

— L'Estrange. 
4.     The against  religion  will  be  baffled. — Tillotson. 

Principal — principle 

1.  This  man  was  found  to  be  the in  the  crime. 

2.  He  was  a  teacher  of  false 

3.  Let  us  unite  upon  one  common  of  action. 

4.  He  was  advanced  from  agent  to in  the  business. 

5.  We  are  not ,  but  auxiliaries  in  the  war. — Swift. 

6.  The and  the  students  took  a  holiday. 

[over] 


30  APPLIED  BUSINESS  ENGLISH 

Progress — progression — advance — advancement 

^-     The of  science  still  continues. 

2.     Our  country  has  made  great during  the  last  decade. 

3-  The of  kindness  which  T  made  was  it\gx\cA.—Dryden. 

4-  My to  the  thror\Q.— Shakespeare. 


APPLIED  BUSINESS  ENGLISH  31 

Name Grade 

EXERCISE  10 

Insert  in  each  blank  space  the  noun  that  expresses  the  exact  meaning: 

(Deduct  three  per  cent  for  each  error.) 

Proposition — proposal 

1 .  A  is  something  offered  to  be  done ;  a 

is  something  submitted  to  be  considered. 

2.  If  you  propose  to  your  friend  that  he  shall  accept  you  as  a  partner,  ydu  make  him  a 

;  if  you  propose  to  your  friend  to  take  him  into  part- 
nership with  yourself,  you  make  him  a 

Pupil — student — scholar 

1 .  A of  a  college. 

2.  This  business  school  has  many 

3.  He  was  a and  a  ripe  and  good  one. — Shakespeare. 

4.  Tutors  should  behave  reverently  before  their 

5.  The  teacher  and  her took  a  holiday. 


1.  The  people  arrived  in  great  . 

2.  The  metals  were  in  different 


Quantity — number 


Relations — relatives 


1.  I  visited  my  friends  and  

2.  I  have  no  living  in  this  country. 

3.  Of  all  the    the    of   number*   are   th« 

clearest. — Fleming. 

Requirement — requisite — requisition 

1.  The  governor  would  not  issue  a for  the  accused  man. 

2.  The  chief   of  a  good  stenographer  are  common  sense  and  a 

thorough  knowledge  of  English. 

3.  The  goods  will  satisfy  the  most  exacting  of  the  trade. 

4.  The  agent  issued daily  on  the  office  for  all  his 

in  the  field. 

Section — region — vicinity — neighborhood 

1.  He  spent  the  winter  in  the  of  the  equator. 

2.  My  farm  is  situated  in .\'o.  26. 

3.  The  whole was  aroused  by  the  act. 

4.  We  live  in  a  pleasant    in   the    of 

Chicago. 

fovER] 


32  APPLIED  BUSINESS  ENGLISH 

Site — situation 

1.  Chicago  has  an  excellent  for  commerce. 

2.  The of  the  building  is  uncertain. 

3.  Our  home  has  a  pleasant 

4.  The for  this  building  was  selected  because  of  its  excellent 

Vocation — avocation 

1.  His  many occupied  much  of  his  time. 

2.  Choose  that for  which  you  are  by  nature  adapted. 

3.  Practice  your  own  chosen 


APPLIED  BUSINESS  ENGLISH  33 

LESSON  VI 


COMMON  ERRORS  IN  THE  USE  OF  NOUNS 
don't  say  :  SAY  : 

Acceptation — acceptance 

The  man's  acceptation  of  the  office.  The  man's  acceptance  of  the  office. 

"Acceptation"  is  used  only  in  connection  with  words  and  phrases ;    as,  "The  present 
acceptation  of  the  word." 

Advise — advice 

I  want  your  advise  in  the  matter.  I  want  your  advice  in  the  matter. 

"Advice"  is  a  noun ;    "advise"  is  a  verb. 

All  of  them — them  all 

I  want  all  of  them.  I  want  them  all. 

Apiece — short  distance 

T  shall  go  aptece  with  you.  I  shall  go  a  short  distance  with  you- 

Business — right 

He  had  no  business  to  do  that.  He  had  no  right  to  do  that. 

Center — middle 

The  center  of  the  street.  The  middle  of  the  street. 

"Center"  means  a  point,  and  is  more  definite  than  "middle." 

Combine — combination 

A  combine  was  formed.  A  combination  was  formed. 

"Combine"  should  not  be  used  as  a  noun  in  the  sense  of  "combination." 

Communication — letter 

Your  communication  of  the  4th  in-         Your  letter  of  the  4th  instant, 
stant. 

Counsel— council 

The  city  counsel  meets  to-night.  The  city  council  meets  to-night. 

"Council"  means  a  body  of  advisers,  while  "counsel"  means  advice,  or  a  person  em- 
ployed to  give  legal  advice. 

Cupsful — cupfuls 

Take  two  cupsful.  Take  two  cupfuls. 

Day  before  yesterday — the  day  before  yesterday 

I  came  day  before  yesterday.  1  came  the  day  before  yesterday. 

Evenings — in  the  evening 

I  am  working  evenings  now.  I  am  working  in  the  evening  now. 


34 


APPLIED  BUSINESS  ENGLISH 


DON  T  SAY  : 

Exam — examination 

Have  you  taken  your  exam  yet? 

Female — woman 

There  were  two  females  present. 

Great  hurry — great  haste 

He  left  in  a  great  hurry. 

Home — house 

I  am  building  a  new  home. 

A  "house"  becomes  a  "home"  when 

Human — human  being 

No  human  could  do  that. 

Lay  of  the  land — lie  of  the  land 

I  like  the  lay  of  the  land. 

Both  forms  are  considered  correct, 

New  beginner — beginner 

I  am  a  neuf  beginner. 

Nobody's  else — nobody  else's 

Nobody's  else  work  is  so  difficult. 

No  use — of  no  use 

It  is  no  use  to  p-q  now. 

Postal — postal  card 

I  received  a  postal  from  you. 

Raise  in — increase  of 

A  raise  in   salary. 

Setting  hen — sitting  hen 

A  setting  hen. 

Ways — ^way 

It  is  a  long  7vays  off. 


say: 

Have  you  taken  your  examination  yet 

There  were  two  women  present. 

He  left  in  great  haste. 

I  am  building  a  new  house. 
it  becomes  one's  own  dwelling-place. 

No  human  being  could  do  that, 

I  like  the  lie  of  the  land. 
but  the  second  is  preferable. 

I  am  a  beginner. 

Nobody  else's  work  is  so  difficult. 

It  is  of  no  use  to  go  now. 

I  received  a  postal  card  from  you. 

An  increase  of  salary. 

A  sitting  hen. 

It  is  a  long  way  off. 


APPLIED  BUSINESS  EXGLISH  35 


Name Grade . 


EXERCISE  11 

Strike  out  the  incorrect  italicized  words  in  the  following  sentences : 

(Deduct   four  per  cent  for  each   error.) 

1.  The  rent  will  be  raised — increased  on  the  first  of  the  month. 

2.  The  new  schedule  provides  for  a  salary  of  twelve  hundred  dollars  fort  the  first  year 

and  for  annual  increases — raises  thereafter  until  the  sixth  year. 

3.  This  is  the  common  acceptance — acceptation  of  the  term. 

4.  I  wish  to  advise — advice  we  have  received  no  advise — ad':  ice  from  your  office. 

5.  I  have  tlietn  all — all  of  them  in  my  office. 

6.  Will  you  go  a  short  distance — apiece  with  me? 

7.  They  had  no  right — business  to  go  on  with  the  work. 

8.  Place  the  chair  in  th&  center — middle  of  the  room. 

9.  He  stood  in  the  middle — center  of  the  circle. 

10.  This  firm  has  no  connection  with  the  newly-formed  combination — combine. 

11.  I  am  in  receipt  of  your  letter — communication  of  yesterday. 

12.  My  counsel — council  attended  the  meetings  of  the  council — counsel. 

13.  Take  two  spoonsful — spoonfuls  after  each  meal. 

14.  It  snowed  day  before  yesterday — the  day  before  yesterday. 

15.  I  do  my  studying  in  the  evening — of  evenings. 

16.  I  shall  take  my  examination — exam  to-morrow. 

17.  The  females~-ivomen  sat  on  one  side  of  the  room,  and  the  males — men  on  the  other. 

18.  My  new  home — house  is  nearly  completed. 

19.  No  human — human  being  could  withstand  the  heat. 

20.  The  lay  of  the  land — lie  of  the  land  is  very  important. 

21.  As  I  am  not  a  beginner — new  beginner,  I  think  I  can  finish  the  course  in  a  few  weeks. 

22.  That  is  nobody's  else — nobody  else's  business. 

23.  It  is  no  use — of  no  use  to  try  to  do  that. 

24.  I  shall  send  you  a  postal — postal  card  when  I  arrive. 

25.  The  setting  hen — sitting  hen  is  sitting  on  her  nest. 

26.  It  is  a  long  way — ways  to  the  city. 


APPLIliD  BUSINESS  IIXCLISH  37 

LESSON  VII 


CLASSIFICATION  OF  PRONOUNS 

1.  If  at  first  you  don't  succeed,  try,  try  again. 

2.  A  friend  of  mine  has  a  claim  upon  me. 

3.  He  himself  entered  into  the  synagogue  and  reasoned  with  the  Jews. 

4.  Who  art  thou? 

5.  Every  man  will  succeed  whose  actions  are  guided  by  the  principle  of  justic*. 

6.  He  jests  at  scars  that  never  felt  a  wound. 

7.  Who  assassinated  President  Garfield? 

8.  What  was  the  cause  of  the  Civil  War? 

9.  Which  was  the  greater  soldier,  Grant  or  Lee? 

10.  Porto  Rico,  which  the  Americans  acquired  from  Spain,  is  very  valuable. 

11.  He  that  would  succeed  must  work. 

12.  Booker  T.  Washington,  who  is  the  benefactor  of  his  race,  was  a  slave. 

13.  This  is  better  than  that. 

14.  Many  were  invited,  but  few  came. 

QUESTIONS 

1.  What  pronouns  in  the  foregoing  sentences  represent  within  themselves 
the  person  speaking  ?     The  person  spoken  to  ?     The  person  or  thing  spoken  of  ? 

2.  What  pronouns  connect  subordinate  sentences  to  the  words  that  they 
represent  ? 

3.  What  pronouns  are  used  to  ask  questions? 

4.  What  pronouns  are  usually  used  as  adjectives? 

Personal  Pronouns 

Personal  pronouns  are  those  that  within  themselves  show  whether  they 
represent  the  speaker,  the  person  spoken  to,  or  the  person  or  thing  spoken  of; 
as,  /,  you,  he,  she^  it. 

Antecedent 

The  word  for  which  a  pronoun  stands  is  called  the  antecedent.  It  may 
be  expressed  or  understood. 

Relative  Pronouns 

Relative  pronouns  are  those  that  connect  subordinate  sentences  to  their 
antecedents ;  as,  "I  saw  John  Smith,  who  was  hurt."  "I  saw  the  man  that  was 
hurt."  The  relative  pronouns  are  "who,"  "which,"  "what"  and  "that,"  with 
their  declined  forms. 


38  APPLIED  BUSINESS  ENGLISH 

Interrogative  Pronouns 

Interrogative  pronouns  are  those  used  in  asking  questions ;  as,  "Who  art 
thou?"     "Which  do  you  want?" 

Adjective  Pronouns 

Adjective  pronouns  are  those  that  are  usually  used  as  adjectives ;  as, 
"You  may  have  this  and  I  will  take  that."     "All  must  pay  the  price." 

Who,  Which,  That 

"Who"  usually  refers  to  persons,  but  frequently  to  animals  of  extraordinary 
intelligence.  "Which"  and  "that"  refer  to  both  persons  and  things.  "Which" 
or  "that"  should  be  used  when  the  antecedent  refers  to  both  persons  and 
things. 

"Who"  or  "which"  should,  be  used  to  introduce  a  non-restrictive  clause ; 
that  is,  a  clause  that  adds  a  new  thought. 

"Who"  and  "which"  in  introducing  clauses  are  equivalent  to  a  conjunc- 
tion and  a  personal  pronoun. 

"That"  should  be  used  to  introduce  a  restrictive  clause;  that  is,  one  that 
is  necessary  in  order  to  make  the  meaning  of  the  antecedent  plain ;  as, 

The  boys,  who  were  late,  were  punished.       (All  the  boys  were  late.) 

(and  they) 
The  boys  that  were  late  were  punished.         (Not  all  the  boys  were  late.) 
The  buildings,  which  burned,  were  insured.  (All  the  buildings  burned.) 

(and  they) 
The  buildings  that  burned  were  insured.       (Not  all  the  buildings  burned.) 

Note. —  (a)  Good  writers  often  use  who  and  which  in  restrictive  clauses,  but  nothing 
is  often  gained  by  it;  it  is  a  violation  of  rule  that  should  neither  be  encouraged  by  the 
grammarian  nor  imitated  by  the  student  of  composition. 

(b)  When  a  relative  is  needed  immediately  after  a  preposition,  it  must  be  whom  or 
which,  for  that  cannot  be  so  used.  In  this  case  we  must  either  use  the  objective  form  of 
who  or  zvhich  in  a  restrictive  clause,  or  close  the  sentence  with  a  preposition.  Either  is 
allowable;   as,  "He  is  the  man  that  I  came  with,"  or  "He  is  the  man  with  whom  I  came." 

(c)  Who  may  sometimes  be  used  in  a  restrictive  clause  to  avoid  the  repetition  ot 
that;  as,  "A  woman  that  had  a  daughter  who  was  very  beautiful ;"  or  "A  woman  who 
had  a  daughter  that  was  very  beautiful." — Rigdon's  Grammar  of  the  English  Sentence. 

Note. — In  this  matter  [reserving  that  for  clauses  that  restrict  the  meaning  of  the 
antecedent]  the  ear  is  a  surer  guide  than  any  theory,  and  the  ear  often  decides  against  the 
theory  in  question.  There  may  be  ears  which  prefer  "that  book  that  you  spoke  of"  to  "that 
book  which  j'ou  spoke  of,"  but  hardly  any  would  prefer  "that  that  you  spoke  of"  to  "that 
which  you  spoke  of."  No  one  would  say  "the  house  in  that  Holmes  was  born,"  and  few 
would  prefer  "the  house  that  Holmes  was  born  in"  to  "the  house  in  which  Holmes  was 
bom." — Hill's  Beginnings  of  Rhetoric  and  Composition. 


Al'l'LlED  BUSINESS  ENGLISH 


39 


Navit 


Grade. 


EXERCISE  12 

Classify  the  italicized  pronouns  in  the  following  sentences: 

(Deduct  lour  per  cent  for  each  error.) 

1.  /  like  to  confide  in  one  thut  I  know  will  never  betray  my  confidence. 

2.  IVhom  did  you  understand  it  to  be  ? 

3.  He  supposed  it  to  be  me. 

4.  Many  are  called,  but  few  are  chosen. 

5.  This  will  last  longer  than  that. 

6.  Some  must  work  while  others  play. 

7.  He  that  would  succeed  must  work. 

8.  Give  it  to  whomever  wants  it. 

9.  The  hat  is  yours,  not  mine. 

10.  IV ho  discovered  America? 

11.  What  art  thou? 

12.  Give  us  this  day  our  daily  bread. 

13.  Whom  makest  thou  thyself? 


12 

Personal 

3 

Relative 

4 
Interrogative 

6 

Adjective 

1 

2 

3 

4 

1 

1 

(, 

1 

7. 

8 

9. 

10. 

11. 

; 

P 

' 

APPLIED  BUSINESS  ENGLISH                              41 
Name Grade '. 

EXERCISE  13 

Draw  a  line  connecting  each  pronoun  in  the  following  sentences  with  its 

antecedent :  (Deduct  six  per  cent  for  each  error.) 

1.  John  has  recited  his  lesson. 

2.  Most  men  know  what  they  hate,  few  what  they  love. — Cotton. 

3.  As  the  ground  was  before,  thus  let  it  be, 

4.  Let  every  pupil  use  his  own  book. 

5.  The  poor  widow  lost  her  only  son. 

6.  The  greatest  men  of  a  nation  are  those  whom  it  puts  to  death. 

7.  The  house  that  burned  belonged  to  me. 

8.  The  cargo,  which  was  valuable,  was  lost. 

9.  A  dream  itself  is  but  a  shadow. — Shakespeare. 
10.  Pilgrim,  I  greet  thee. 

NOTE.— The  antecedent  of  a  pronoun  is  often   omitted. 

Name Grade 

EXERCISE  14 

Fill  the  blank  spaces  in  the  following  sentences  with  who,  which,  or  that. 

(Deduct  five  per  cent  for  each  error.) 

1.  That is,  is :  that was,  is  not. 

2.  This  is  the  one I  want. 

3.  Here  is  a  man can  do  your  work. 

4.  I  shall  pve  the  prize  to  any  one  will  solve  the  problem. 

5.  He runs  may  read. 

6.  Theodore  Roosevelt was  president  of  the  United  States,  is  a  great 

statesman. 

7.  We  saw  President  McKinley was  assassinated. 

8.  The  lodge  to I  belong  meets  on  Tuesday  evening. 

9.  The  lodge  I  belong  to  meets  on  Tuesday  evening. 

10.  I  think  that  the  book you  have  is  not  complete. 

11.  The  physicians  of  Chicago performed  the  operation  were  charged  with 

carelessness. 

12.  Please  repeat  the  poem  you  read  yesterday. 

13.  On  reaching  the  station  the  boy  met  his  father told  him  of  his  mother's 

death. 

14.  I  am  studying  Engli-sh,   I  find  very  interesting. 

15.  That  man  hath  perfect  blessedness  walketh  not  astray. 

16.  These  are  some  of  the  special  bargains we  are  now  ofifering. 

17.  If  you  do  not  find  anything  in  the  circular will  suit  you,  kindly  write  us 

again. 

18.  Thoughts  breathe  and  words  bum. 


APPLIED   BUSINESS   ENGLISH  43 

LESSON  VIII 


CLASSIFICATION  OF  VERBS 

1.  A  bloody  battle  was  fought  in  July,  1861. 

2.  Many  bloody  battles  were  fought  in  1861. 

3.  I  desire  to  rest  and  to  regain  my  strength. 

4.  He  desires  to  rest  and  to  regain  his  strength. 

5.  He  came  walking  and  leaping  and  praising  God. 

6.  They  came  xvalking  and  leaping  and  praising  God. 

7.  Luther  translated  the  Bible  into  German. 

8.  The  birds  sang  sweetly. 

9.  I  eat  my  dinner  each  day. 

10.  I  ate  my  dinner  yesterday. 

11.  I  have  eaten  my  dinner  to-day. 

12.  I  study  my  lesson  each  day. 

13.  I  studied  my  lesson  yesterday. 

14.  I  had  studied  my  lesson  yesterday. 

15.  Milton  was  a  great  epic  poet.  ^  • 

16.  Whittier  wrote  many  poems. 

17.  The  Bengal  tiger  is  very  ferocious. 

18.  Of  all  sad  words  of  tongue  or  pen, 

The  saddest  are  these  •  "It  might  have  been." 

QUESTIONS 

\.    What  verbs  in  the  foregoing  sentences  change  their  forms  to  agree 
with  the  person  or  number  of  their  subjects? 

2.  What  verbs  do  not  change  their  forms  to  agree  with  the  person  or 
number  of  their  subjects? 

3.  What  verbs  represent  action  as  passing  from  the  subject  to  some 
object? 

'4.     What  verbs  represent  action  or  being  as  pertaining  wholly  tc  their 
subjects? 

5.  What  verbs  assert   relation  merely  between   their  subjects   and   the 
attributes  of  their  subjects? 

6.  What  verbs  express  attributes  of  action,  and  also  assert  relation  be- 
tween these  attributes  and  their  subjects? 

7.  What  verbs  form  their  past  tense  and  perfect  participle  by  adding 
d  or  cd  to  the  present  tense  form  ? 

8.  What  verbs  do  not  -form  their  past  tense  and  perfect  participle  by 
adding  d  or  ed  to  the  present  tense  form  ? 

9.  What  verbs  may  be  used  either  by  themselves  or  in  connection  with 
other  verbs  ? 

10.  What  verbs  can  be  used  onlv  in  connection  with  other  verbs? 


44  APPLIED  BUSINESS  ENGLISH 

Basis  of  Classification 

Verbs  are  classified  upon  five  diflferent  bases:  (i)  With  respect  to  their 
relation  to  subjects,  verbs  are  either  finite  or  infinite.  (2)  With  respect  t ) 
their  relation  to  objects,  verbs  are  either  transitive  or  intransitive.  (3)  With 
respect  to  form,  verbs  are  cither  regular  or  irregular.  (4)  With  respect  to 
their  completeness  of  predication,  verbs  are  either  copulative  or  attributive. 
(5)   With  respect  to  their  rank,  verbs  are  either  principal  or  auxiliary. 

Finite  verbs  change  their  form  to  agree  with  the  person  or  number  of 
their  subjects;  as,  "T  sing."     "He  sings/' 

Infinite  verbs  do  not  change  their  form  to  agree  with  the  person  or  num- 
ber of  their  subjects  ;  as,  "I  like  to  sing."  He  likes  to  sing."  "I  enjoy  singing." 
"He  enjoys  singing." 

A  transitive  verb  represents  action  as  passing  from  its  subject  to  an 
object ;  as,  "David  struck  Goliath." 

An  intransitive  verb  represents  action  or  being  as  pertaining  wholly  to 
its  subject ;  as,  "Birds  fly."     "He  is  a  man." 

A  regular  verb  forms  its  past  tense  and  perfect  participle  by  adding  d  or 
ed  to  the  present  tense  form ;  as,  love,  loved,  loved;  plow,  plowed,  plowed. 

An  irregular  verb  forms  its  past  tense  and  perfect  participle  irregularly ; 
as',  see,  saw,  seen;   know,  knew,  known. 

A  copulative  verb  merely  asserts  relation  between  its  subject  and  an  at- 
tribute of  its  subject;  as,  "Snow  is  white."    "Roosevelt  is  president." 

An  attributive  verb  both  expresses  an  attribute  of  action  of  its  subject, 
and  asserts  the  relation  between  this  attribute  and  its  subject;  as,  "Birds 
sing."    "Fish  swim." 

Observation. — All  verbs  of  action  are  attributive.     All  verbs  of  inaction  are  copulative. 

A  principal  verb  may  be  used  either  by  itself  or  in  connection  with  other 
verbs;  as,  "I  see."    "I  can  see." 

An  auxiliary  verb  is  used  only  in  connection  with  other  verbs;  as,  "I 
may  go."    "I  should  go." 

Pure  and  Impure  Copulative  Verbs 

The  verb  "be"    with  its  various  forms  is  the  only  pure  copulative  verb. 
The  verbs  of  sense  when  they  do  not  express  action  are  copulative,  but  when 
they  express  action  they  are  attributive ;  hence,  they  are  called  impure  copu- 
lative verbs;  as,  "He  tastes  the  apple."     (Attributive.)     "Sugar  tastes  sweet.", 
(Copulative.)  . 


APPLIED    BUSINESS   EX  GUSH 


45 


Name. 


Crade . 


EXERCISE   15 


1. 

2. 

3. 

4. 

5. 

6. 

7. 

8. 

9. 
10. 
11. 
12. 
13. 
14. 
15. 
16. 


Classify  the  verbs  in  the  following  sentences: 

(Deduct  onw  p«r  cent  (or  each  error.; 
God  helps  them  that  help  themselves. 
Xature  does  nothing  in  vain. — Addison. 
The  wages  of  sin  is  death. 
Ht  is  a  clergyman. 
He  seems  a  clerg>'man. 
I  shall  meet  you  soon. 

It  would  have  been  flat  heresy  to  do  so. — Dickens. 
Quoth  the  raven,  "Nevermore." — Poe. 
Learn  to  labor  and  to  wait. 
Beware  of  the  flatterer. — Franklin. 
Bees  are  skillful  in  building  their  nests. 
His  having  failed  is  not  surprising. 

'Tis  better  to  have  loved  and  lost  than  never  to  have  loved  at  all. — Tennyson. 
If  ever  I  did  dream  of  such  a  matter,  abhor  mc. — Shakespeare.  < 

The  fire  was  lighted. 
Shall  I,  wasting  in  despair, 

Die  because  a  woman's  fair? 
If  she  love  me,  then  believe 

I  will  die  ere  she  shall  grieve. 
To  lie,  or  not  to  be;  that  is  the  question. — Shakespeare. 
Blow,  winds,  and  crack  your  cheeks!  rage!  blpw ! — Shakespeare. 
The  fire  bums  brightly. 
Come,  we  burn  daylight. — Shakespeare. 
Sugar  tastes  sweet. 
The  sun  gives  light  and  heat. 


Finite    1  Infinite     Trans.  { Intrans. 

Reg. 

Irreg.  '  Attrib. 

Cop. 

Prin. 

Aux. 

1          ! 

1 

1 

1 

i 

[over] 


46 


APPLIED  BUSINESS  ENGLISH 


Finite 

Infinite 

Trans. 

Ihtrans. 

Reg. 

Irreg. 

Attrib. 

Cop. 

Prin. 

Aux. 

^ 

• 

j 

i 

1 
' 

. 

\ 



APPLIED   BUSINESS  ENGLISH  A7 


LESSON  IX 


INFINITIVES  and  PARTICIPLES 

Infinite  verbs  are  divided  into  infinitives  and  participles.  They  differ 
from  finite  verbs  in  that  they  assume  instead  of  asserting  action,  being  or 
state.  The  infinitive  may  usually  be  known  by  the  sign  "to."  The  infinitive 
is  always  a  verb,  although  it  may  perform  the  office  of  a  noun,  an  adjective, 
or  an  adverb.  The  participle  may  perform  the  office  of  a  noun,  an  adjec- 
tive, or  an  adverb,  or  it  may  become  a  noun  or  an  adjective ;  as, 

Infinitives  and  participles  used  as  nouns 

To  err  is  human. 

Erring  is  human. 

To  live  is  to  die. 

Living  is  dying. 

She  likes  to  read. 

Infinitives  and  participles  used  as  adjectives 

Every  effort  to  save  him  failed. 

The  ring  being  formed,  two  or  three  rode  toward  the  horses. 

He  seems  well  informed. 

School  is  to  be  closed  during  the  holidays. 

Infinitives  and  participles  used  as  adverbs 

He  works  to  live. 

He  went  to  work. 

The  waves  came  dashing  onward. 

The  boys  came  marching  home. 


Participial  Nouns  and  Adjectives 

When  participles  do  not  express  any  idea  of  time,  they  lose  their  verbal 
nature  and  become  nouns  or  adjectives;  as,  "Reading,  writing,  and  grammar 
are  taught  in  the  public  schools."  "The  sparkling,  dancing,  purling  rivulet 
is  a  tireless,  incessant  worker." 

Participles  may  be:  Present;  as.  ziriting.  singing.  Past;  as  written, 
sung.    Perfect;   as,  haz'ing  icriticn,  having  hern  written. 


APPLIED   BUSINESS   ENGLISH  49 


Name Grade 

EXERCISE  16     . 

Write  two  sentences  each  containing  an  infinitive  used  as  a  noun. 

Write  two  sentences  each  containing  a  participle  used  as  a  noun. 

Write  two  sentences  each  containing  an  infinitive  used  as  an  adjective. 

Write  two  sentences  each  containing  a  participle  used  as  an  adjective. 

Write  two  sentences  each  containing  an  infinitive  used  as  an  adverb. 

Write  two  sentences  each  containing  a  participle  used  as  an  adverb. 

Write  two  sentences  each  containing  a  participial  noun. 

Write  two  sentences  each  containing  a  participial  adjective. 

(Deduct  six  per  cent  for  each   error.) 


[over] 


50  APPLIED  BUSINESS  ENGLISH 


10. 


11. 


12. 


13. 


14. 


iS. 


16. 


APPLIED  BUSINESS  ENGLISH  51 

LESSON  X 


MISUSED  VERBS 

Accept,  except. — To  accept  is  to  take  something  offered.  Except  is  to 
leave  out,  to  exclude.  I  shall  accept  the  position.  Only  a  few  were  excepted 
from  service. 

Affect,  effect. — Affect  means  to  pretend  or  to  influence.  Effect  means  to 
accomplish,  to  bring  about ;  as  a  noun  it  signifies  the  result.  He  affected  ill- 
ness. The  wind  affects  the  climate.  He  effected  an  entrance  to  the  build- 
ing.    The  effect  ceases  with  the  cause. 

Aggravate,  irritate. —  Aggravate  in  the  sense  of  offend  or  irritate  is  col- 
loquial. It  literally  means  to  make  heavier,  and  is  applicable  only  to  evils  or 
offences.  Irritate  signifies  to  excite  anger,  and  is  not  so  strong  as  provoke  or 
exasperate.  Irritate  is  also  employed  in  a  physical  sense ;  as,  "to  irritate  the 
skin."  The  prisoner  only  aggravated  his  case  by  his  deeds  of  violence.  The 
remarks  of  the  men  were  very  irritating  to  those  who  heard  them. 

Allude,  refer. — To  allude  to  a  subject  is  to  refer  to  it  indirectly,  to  hint 
at  it  by  remote  suggestions.  In  the  sentence,  "Every  man  must  have  his 
pound  of  flesh,"  the  writer  alludes  to  the  story  in  Shakespeare's  "Merchant 
of  Venice."  A  speaker  sometimes  alludes  to  a  name  that  he  does  not  men- 
tion; he  refers  to  it  when  he  mentions  it.  The  same  distinction  should  be 
observed  between  allusion  and  reference. 

Bound,  determined,  certain. — Do  not  say  "I  am  bound  to  win ;"  "There 
is  bound  to  be  a  wreck."  Say  "I  am  determined  to  win;"  "There  is  certain 
to  be  a  wreck."  The  use  of  bound  in  the  sense  of  determined  or  certain  is 
colloquial  and  should  be  avoided.  It  is  correct,  however,  to  say,  "He  is  bound 
to  do  his  duty,"  where  obligation  is  expressed. 

Buy,  purchase. —  We  buy  necessities ;  we  purchase  luxuries.  To  buy 
usually  signifies  the  giving  of  money,  while  we  may  purchase  by  giving  any- 
thing in  exchange  for  something  else;  as  in  the  sentence,  '^s  life  so  dear,  or 
peace  so  sweet,  as  to  be  purchased  at  the  price  of  chains  and  slavery?" 

Carry,  bring,  fetch. —  Carry  signifies  motion  from;  bring,  motion  toward; 
and  fetch,  motion  first  from  and  then  toward.  The  robbers  carried  the  money 
away  with  them.  The  postman  will  bring  me  a  letter.  I  send  my  errand  boy 
to  fetch  a  pail  of  water. 


52  APPLIED  BUSINESS  ENGLISH 

Commence,  begin,  inaugurate. —  Inaugurate  means  to  invest  formally 
with  an  office  or  to  make  a  formal  beginning  of  some  important  movement. 
Commence  and  begin  have  the  same  meaning,  but  as  begin  is  an  Anglo-Saxon 
word  and  less  formal,  most  writers  prefer  it  to  commence.  The  president  is 
inaugurated  on  the  fourth  of  March.  A  movement  was  inaugurated  to  guar- 
antee bank  deposits.  A  crusade  against  saloons  has  been  commenced  (or 
begun).     I  begin  my  daily  work  at  nine  o'clock. 

Confirm,  corroborate. —  To  confirm  signifies  to  make  sure;  to  corroborate, 
to  make  stronger.  A  story  is  confirmed  when  all  doubt  has  been  removed. 
When  one  witness  testifies  to  the  same  facts  as  another,  the  testimony  is 
corroborated,  or  made  stronger. 

Convoke,  convene. —  Convoke  signifies  to  call  together;  to  convene,  to 
come  together.  It  is  the  prerogative  of  the  president  of  the  United  States  to 
convoke  the  Senate.    The  citizens  convened  in  the  State  House. 

Distinguish,  discriminate. —  To  discriminate  is  to  make  fine  or  nice  dis- 
tinctions. "We  distinguish  best  when  we  show  great  dififerences.  We  dis- 
criminate  best  when  we  show  slight  dififerences." — Smith.  "We  distinguish 
by  means  of  the  senses  as  well  as  the  understanding;  we  discriminate  by  the 
understanding  only."'— Crabb. 

Hope,  expect,  anticipate. —  We  hope  for  that  which  is  welcome.  There 
may  or  may  not  be  ground  for  hope.  We  expect  that  which  is  probable  or 
reasonably  certain.  Wq  may  expect  the  good  or  the  bad  according  to  circum- 
stances. Anticipate  signifies,  literally,  "to  take  before,"  and  should  not  be  used 
for  expect.  We  hope  to  live  long  and  be  happy.  The  general  anticipated  the 
enemy's  movement  and  removed  his  stores.  His  death  was  hourly  expected 
(not  anticipated). 

Locate,  settle. — Don't  say  "I  shall  locate  in  Dakota."  Say  "I  shall  set- 
tle in  Dakota."'  Locate  should  be  used  only  in  a  transitive  sense;  as,  "We 
succeeded  in  locating  the  church." 

Migrate,  emigrate,  immigrate. —  Migrate  signifies  to  change  one's  dwell- 
ing-place, usually  for  short  periods  only,  and  applies  to  people,  birds,  and  ani- 
mals. Emigrate  and  immigrate  apply  only  to  persons,  and  signify  a  perma- 
nent change  of  residence.  People  emigrate  from  the  country  they  leave  and 
immigrate  to  the  country  where  they  take  up  their  abode.  Many  birds  migrate 
in  autumn  to  a  warmer  climate. 

Prescribe,  proscribe. —  Prescribe  signifies  to  set  or  lay  down  authorita- 
tively for  direction;  to  give  as' a  rule  of  conduct.  Proscribe  means  to  denounce 


APPLIED    BUSINESS   EXCJJSiJ  53 

and  condemn.     The  physician  prescribes  for  his  patient.     Sylla  and  >raniis 
{Proscribed  each  other's  adherents. 

Present,  introduce. —  We  are  introduced  to  our  equals  and  presented  to 
cur  superiors.  1  introduce  my  friends  to  each  other.  An  envoy  may  be 
presented  to  the  king.  "Introduce  the  younger  to  the  older,  the  person  of 
lower  position  to  the  person  of  the  higher,  the  gentleman  to  the  lady." — White. 

Purpose,  propose. — I  purpose  to  do  that  which  lies  in  my  own  mind  an«l 
which  I  have  decided  or  determined  to  do  immediately.  What  I  propose  is 
usually  offered  or  stated  to  others.  I  may  propose  to  myself,  however,  that 
which  is  more  or  less  remote;  that  which  requires  planning  and  deliberation, 
and  on  which  my  mind  is  not  clearly  made  up.  T  purpose  to  write  a  letter  this 
morning.  I  propose  to  write  a  book  next  year.  What  do  you  purpose  to  do 
this  morning?     What  do  you  propose  that  I  shall  do  this  morning? 

Remember,  recollect. — We  remember  when  an  idea  recurs  to  the  mind 
without  effort ;  we  recollect  only  by  effort.  I  remember  the  story  generally, 
but  do  not  recollect  the  details  of  it. 

Seem,  appear. —  Things  appear  to  the  senses.  They  seem  to  the  judg- 
ment. The  house  appears  to  be  well  built.  "It  seems  that  the  Turkish  power 
is  on  the  decline." — Webster s  Dictionary. 

"For  the  soul  is  dead  that  slumbers, 

And  things  are  not  what  they  seem." 

Transpire,  occur,  take  place. — Transpire  signifies  to  escape  from  secrecy. 
"Occur  is  equivalent  to  happening  to  a  person,  or  to  falling  undesignedly  in  his 
way.  It  is  said,  not  only  of  events,  but  of  ideas  or  thoughts  which  suggest 
themselves." — Smith.  Things  take  place  by  arrangement.  It  has  transpired 
that  the  enterprise  was  not  a  success.  The  thought  did  not  occur  to  mie.  A 
battle  may  either  occur  or  take  place.     Accidents  occur.     Weddings  take  place. 


APPLIED   BUSINESS   ENGLISH  55 


Name Grade 

EXERCISE   17 

Insert  in  each  blank  space  the  verb  that  expresses  the  exact  meaning : 

(Deduct  two  per  cent  for  each  error.) 

Accept — except 

1.  If  you thetn,  then  their  worth  is  great. — Shakespeare. 

2.  But  yesterday  you  never  opened,  lip 
indeed  to  drink. — Tennyson. 

3    All  came one. 

4.  I  shall the  invitation. 

5.  Did  he the  draft  when  it  was  presented  to  him  ? 

Affect— effect 

1.  There  are  about  fifty  employees  who  will  be by  this  proviso. 

2.  This  proviso  seeks  to a  change  in  the  government  printing  office. 

3.  They  left  without  their  purpose. 

4.  The  climate his  health. 

5.  Thou  dost my  manners. — Shakespeare. 

6.  He  ignorance  in  the  case. 

7.  What  was  the of  the  ruling? 

8.  With  much  difficulty  they a  landing. 

Aggravate — irritate 

1.  The  defense  made  by  the  prisoner's  counsel  did  rather   than 

extenuate  his  crime. — Addison. 

2.  I  was  very  much by  his  hasty  remarks. 

3.  Tiie  prattle  of  the  children  the  old  man. 

4.  Sickness the  ills  of  poverty. 

Allude — refer 

1.  The  story to  a  recent  transaction. 

2.  You  may to  my  former  employer  as  to  my  work. 

3.  The  speaker  did  not  mention  the  subject  directly,  but  to  it  many 

times. 

4.  The  speaker  did  nothing  more  than  to  the  remissness  of  the  officer, 

although  it  was  easy  to  see  to  whom  he 

Bound— determined — certain 

1.  She  is to  have  her  way. 

2.  There  is to  be  a  day  of  reckoning. 

3.  I  am to  go  to  the  meeting. 

4.  I  am  neither  legally  nor  morally to  do  this. 

[over] 


56  APPLIED  BUSINESS  ENGLISH 

Buy — purchase 

1.  The  Saxon is  used  for  all  the  homely  and  petty  concerns  of  common  life, 

while  the  French  word is  often  restricted  to  transactions  of 

more  dignity. 

2.  Thomas  Jefferson Louisiana  from  France. 

3 what  thou  has  no  need  of,  and  ere  long  thou  wilt  sell  thy  necessaries. 

— Franklin. 

4 the  truth  and  sell  it  not. — Bible. 

5.    I  will with  you,  sell  with  you. — Shakespeare. 

Bring — fetch 

1.  God  sends  nothing,  God everything.— 5roo^5. 

2.  The  master  sent  his  servant  to him  a  drink  of  water. 

3.  To   is  to  convey  to ;  it  is  a  simple  act ;  to    is  a 

compound  act ;  it  means  to  go  and — Graham. 

4.  Do  not  forget  to your  book  to  the  class  with  you. 

5.  Go my  best  attires ; 

our  crown  and  all. — Shakespeare. 

Commence — begin — inaugurate 

1.  Formal  and  public  transactions,  ceremonies,  and  the  like,  are  said  to ; 

common  and  familiar  things  to — Smith. 

2.  These  men  if  elected  will a  reform. 

3.  He to  laugh  and  to  sing. 

4.  I  shall the  study  of  law  next  year. 

Confirm — corroborate 

1.  We  wired  you  yesterday,  "Top  price  82c,"  which  we  now 

2.  Your  story  does  not mine. 

3.  Recent   researches  into  the  story  of  prehistoric  man    the 

universal  teaching  of  tradition  and  written  history. — C.  Van  Norden. 

4.  The  treaty  was  when  it  was  signed  by  representatives  of  the 

two  countries. 

5.  Please the  report  of  the  committee. 


APPLIED   BUSINESS  ENGLISH  57 


Name Grade 

EXERCISE  18 

Insert  in  each  blank  space  the  verb  that  expresses  the  exact  meaning: 

(Deduct  two  per  cent  for  each  error.) 

Convoke — convene 

1.  We  shall again  at  8 :30  o'clock. 

2.  The  general a  meeting  of  his  principal  counsellors. 

3.  Parliament  was  by  the  king. 

4.  The  delegates  were  at  a  late  hour. 

5.  The  Senate  will on  March  6. 

Distinguish — discriminate 

1.  It  is  usually  easy  to between  right  and  wrong. 

2.  Can  you between  these  two  words  ? 

3.  We  may  not  be  able  to  between  the  sensitive  plant  and  the 

animal. — Hopkins. 

4.  In  mental  processes  we between  objects  by 

their  differences. — Fernald. 

Hope — expect — anticipate 

1.  I  to  see  you  soon,  and  should  be  glad  to  have  you  write  me  when  I  may 

you. 

2.  The  designs  of  the  enemy  were 

3.  I your  coming  with  pleasure. 

4.  The  arrival  of  the  boat  was  hourly 

5.  If  I  know  your  sect,  I your  argument. — Emerson. 

* 

Locate — settle 

1 .  Yes,  I  intend  to in  Chicago. 

2.  We  could  not the  scene  of  the  battle. 

3.  I  shall in  one  of  the  western  states. 

Migrate— emigrate — immigrate 

1.  The  band  will  soon to  a  new  country. 

2.  The  Pilgrims from  England. 

3.  The  birds  have  begun  to 

4.  We  shall  undoubtedly from  this  country. 

Prescribe — proscribe 

1.  The  country  clung  to  its  faith. — McCarthy. 

2.  Thousands  of  people  were by  the  Roman  emperors. 

3.  I  shall  do  whatever  you 

4.  The  physician a  course  of  treatment  for  his  patient 

[over] 


58  APPLIED  BUSINESS  ENGLISH 

Present — introduce 

1.  I  was to  my  classmates. 

2.  Columbus  was to  the  King  and  Queen  of  Spain. 

3.  We  were to  the  President. 

4.  The  use  of  the  word  for  is  an  affectation. 

—White. 

5.  We foreign  ministers  to  the  President ;  we 

our  friends  to  each  other. — White. 

Purpose — propose 

1.  I to  go  immediately. 

2.  Plan  and  as  we  may,  the  plans  and  will 

turn  only  to  the  final  end  which  he  (God)  has  predetermined. — Herbert. 

3.  I  shall my  plans  to  him  to-morrow. 

4.  I    to   do   right ;    I    to   do   this    specific   thing 

because  it  is  right. 

Remember — recollect 

1.  Animais man  alone — Draper. 

2.  Do  you  me  ? 

3 thy  Creator  in  the  days  of  thy  youth. 

4.  That  which  is   is  often  more  vivid  than  that  which  is  seen. 

— Higginson. 

5.  On  my  way  home  I that  I  had  another  engagement. 

6.  We  the  incidents  of  our  childhood,  we  

what  happened  yesterday. 

Seem — appear 

1.  The  sun above  the  horizon. 

2.  The  sun to  move. 

3.  The  stars in  the  firmament  at  evening. 

4.  The  plan practicable. 

5.  The  author  to  understand  his  subject. 

6.  Things good  or  bad  as  far  as  we  can  judge  by  our  senses. 

Things   right  or  wrong  as  we  determine  by  reflection.     When 

things  are  not  what  they ,  our  senses  are  deceived ;  when  things 

are  not  what  they ,  our  judgment  is  at  fault. — Ayres. 

Transpire — occur — take  place 

1.  A  meeting  of  the  council  will to-night. 

2.  The  two  armies  came  together  unexpectedly,  and  a  battle  

3.  It  that  this  man  was  not  loyal  to  his  cause. 

4.  The  secret  finally 

5.  No,  they  have  no  railroad  accidents  to  speak  of  in  France.    But  whv?    Because  when 

one somebody  has  to  hang  for  it. — Mark  Twain. 


APPLIED   BUSINESS  ENGLISH 


59 


LESSON  XI 


The  stock  will  increase  in  value. 


I  shall  come  back  soon. 


I  would  say,  etc. 


COMMON  ERRORS  IN  THE  USE  OF  VERBS 

don't  say  :  SAY : 

Allowtfd — thought 

I  allotved  he  would  go.  I  thought  he  would  go. 

"Allow"  for  "think"  and  "allowed"  for  "thought"  are  vulgarisms. 

Am  going — intend 

I  am  going  to  study  English.  I  intend  to  study  English. 

Appreciate — increase  in  value 
The  stock  will  appreciate. 

Be  back — come  back 

I  shall  be  back  soon, 

"Back"  signifies  direction  toward  the  starting  point. 

Beg  to  say — would  say 
I  beg  to  say,  etc. 

Business  men  are  not  beggars. 

Beg  to  remain — remain 

I  beg  to  remain  Yours  truly.  I  remain  Yours  truly. 

Back — direct 

Back  the  letter  for  me.  Direct  the  letter  for  me. 

It  is  also  improper  to  speak  of  "addressing"  envelopes. 

Blame  it  on — accuses 

He  blames  it  on  me.  He  accuses  me. 

Calculate — intend 

I  calculate  to  study  English.  I  intend  to  study  English. 

Can  help — is  necessary 

Do  not  make  any   more  noise  than     Do  not  make  any  more  noise  than 
you  can  help.  is  necessary. 

Carry — keep 

We  do  not  carry  these  goods  in  stock.     We  do  not  keep  these  goods  in  stock. 

Discommode — incommode 

I  fear  I  shall  discommode  you.  I  fear  I  shall  incommode  you. 

"Discommode"  is  obsolete. 

Disremembei^ — do  not  remember 

I  disremember  the  incident.  I  do  not  remember  the  incident. 


60 


APPLIED  BUSINESS  ENGLISH 


DON  T  SAY : 

Get  through — finish 
When  I  get  through  with  my  work, 
I  calculate  to  take  a  vacation. 

Got  on  fire — took  fire 

This  building  got  on  fire. 

Got — prepared 

My  mother  got  supper. 

Graduated  from — was  graduated  at 

I  graduated  from  Yale. 

Help — avoid 

I  could  not  help  crying. 

Leave — ^let 

Leave  him  be. 

Loan — lend 

Money  to  loan. 


say: 


When   I   have   finished  my   work,    I 
intend  to  take  a  vacation. 


This  building  took  fire. 
My  mother  prepared  supper. 
I  was  graduated  at  Yale. 
I  could  not  avoid  crying. 
Let  him  be. 
Money  to  lend. 


He  might  have  known  better. 

The  man  confessed  that  he  was  in  the 
wrong. 

He  passed  me  at  hdXi-past  nine. 


The  use  of  "loan"  as  a  verb  has  some  support,  but  it  is  avoided  by  the  best  writers. 

Made  an  appearance — put  in  an  appearance — appeared 

He  put  in  an  appearance.  He  appeared. 

Might  of — might  have 

He  might  of  known  better. 

Owned — confessed 

The  man  owned  that  he  was  in  the 
wrong. 

Past — passed 

He  past  me  at  half  passed  nine. 

"Passed"  is  a  verb;   "past"  is  an  adjective. 

Pardon — excuse 

I  beg  your  pardon.  Please  excuse  me. 

"We  excuse  a  small  fault;  we  pardon  a  great  fault.  We  excuse  that  which  person- 
ally affects  ourselves ;  we  pardon  that  which  offends  against  morals.  We  may  excuse  as 
equals ;   we  can  pardon  only  as  superiors." — Crahh. 

Posted — informed 

He  is  meW-posted.  He  is  well-informed. 

People  are  "informed;"   books  are  "posted." 

Ran  with — associated  with  , 

I  ran  with  her  for  a  year.  I  associated  with  her  for  a  year. 


APPLIED   BUSINESS  ENGLISH  61 

DON'T  SAY  :  SAY  : 

Retire — go  to  bed 

I  think  I  shall  retire.  I  think  I  shall  go  to  bed. 

Stand — bear 

I  could  not  stand  the  pain.  I  could  not  bear  the  pain. 

State — say 

I  wish  to  state  that  we  cannot  accept     I  wish  to  say  that  we  cannot  accept 
your  prices.  your  prices. 

To  "state"  a  thing  is  to  present  it  in  a  concise,  formal  way.    A  lawyer  "states"  his 
case  to  the  court. 

Suspicioned — suspected 

The    man    was    suspicioned     of    the     The  man  was  suspected  of  the  crime, 
crime. 

"Suspicion"  should  never  be  used  as  a  verb. 

Take  a  seat — be  seated 

Please  take  a  seat.  Please  be  seated. 

Take  it  easy — rest 

I  intend  to  take  it  easy  to-morrow.         I  intend  to  rest  to-morrow. 

Takes  up — open  or  begin 

School  takes  up  at  nine.  Schools  opens  or  begins  at  nine. 

Took — mistook 

I  took  him  for  the  manager.  I  mistook  him  for  the  manager. 

Try  and — try  to 

I  will  try  and  see  you  to-morrow.  T  will  try  to  see  you  to-morrow. 

"Try  and"  as  an  idiom  of  the  language  has,  however,  some  support. 

Would  seem — seems 

It  would  seem  to  me.  It  seems  to  me. 

Want — want  to  come 

Do  you  want  in?  Do  you  want  to  come  in? 

This  expression  is  a  provincialism,  and  should  therefore  be  avoided. 

Work  on — appeal  to 

They  tried  to  work  on  his  sympathy.       They  appealed  to  his  sympathy. 

You  bet — may  be  assured 

You  bet  1  will  be  there.  You  may  be  assured  I  shall  be  there. 


APPLIED  BUSINESS  ENGLISH  63 


Name Grade. 

EXERCISE  19 


Strike  out  the  incorrect  italicized  words  in  the  following  sentences : 

(Deduct   four  per  cent   for   each   error.) 

1.  I  thought — allowed  he  would  come  to-day. 

2.  I  am  going — intend  to  finish  my  lesson  to-day. 

3.  This  stock  is  certain  to  appreciate — rise  in  value  before  fall. 

4.  I  shall  be  back — come  back  to-morrow. 

5.  I  would  say — beg  to  say  that  this  is  more  than  we  wish  to  pay. 

6.  Will  you  please  back — direct  this  letter  for  me? 

7.  I  intend — calculate  to  begin  work  to-morrow. 

8.  I  shall  use  no  more  money  than  /  can  help — is  necessary. 

9.  We  carry — keep  a  large  stock  of  these  goods. 

10.  I  hope  this  arrangement  will  not  discommode — incommode  you. 

11.  I  do  not  remember — disremember  having  seen  you  before. 

12.  I  shall  come  as  soon  as  I  get  through  with — finish  my  work. 

13.  I  went  home  and  got — prepared  dinner. 

14.  I  was  graduated  at — graduated  from  high  school  last  Jvme. 

15.  I  could  not  avoid — help  laughing. 

16.  We  lend — loan  money  at  four  per  cent  interest. 

17.  I  might  of — might  have  known  better. 

18.  The  criminal  owned — confessed  his  guilt. 

19.  He  is  vfcll-posted — informed  on  the  law. 

20.  These  prices,  as  you  state — say,  are  too  high. 

21.  We  could  not  stand — bear  to  have  him  go. 

22.  We  never  suspicioned — suspected  that  there  was  anything  wrong. 

23.  I  shall  try  to — try  and  see  you  to-morrow. 

24.  Come  in  and  take  a  seat — be  seated. 

25.  It  would  seem — seems  to  me  that  this  is  an  incorrect  statement  of  the  case 


APPLIED   BUSIXESS  ENGLISH  65 

LESSON  XII 


CLASSIFICATION  OF  ADJECTIVES 

1.  The  rocky  ledge  runs  far  into  the  sea. 

2.  I'll  read  you  a  matter  deep  and  dangerous. 

3.  Against  thee,  against  thee  only,  have  I  sinned. 

4.  The  soul  never  grows  old. 

5.  I  alone  am  to  blame. 

6.  The  fifteen  decisive  battles  of  the  world  mark  the  greatest  epochs  of  history. 

7.  American  cotton  has  the  longest  staple. 

8.  Few  of  the  older  inhabitants  have  much  education. 

9.  Every  seventh  year  was  held  sacred  by  the  Hebrew  nation. 
10.  This  particular  man  is  honest,  sincere,  discreet. 

QUESTIONS 

1.  What  adjectives  in  the  foregoing  sentences  denote  quality  of  the 
objects  expressed  by  the  nouns  or  pronouns? 

2.  What  adjectives  simply  point  out  the  objects  expressed  by  the  nouns 
or  pronouns,  without  denoting  any  quality  belonging  to  them? 

Observation. — From  the  foregoing  exercise  you  will  observe  that  some  of  the 
adjectives  are  used  in  the  subject,  others  in  the  predicate,  but  that  they  all  either  describe 
or  define  some  noun  or  pronoun. 

Classes 

You  have  observed  that  adjectives  limit  nouns  and  pronouns  in  two  ways, 
which  gives  rise  to  two  general  classes  of  adjectives: 

Descriptive  or  qualifying  adjectives  describe  or  name  some  quality  of 
the  object  expressed  by  the  noun  or  pronoun. 

Definitive  or  limiting  adjectives  point  out  or  denote  the  number  or  quan- 
tity of  objects  expressed  by  the  noun  or  pronoun. 

Subclasses  of  Descriptive  Adjectives 

Descriptive  adjectives  are  subdivided  into  three  classes,  according  to  their 
derivation :      common,  proper,  and  participial. 

Common  adjectives  are  those  denoting  any  ordinary  or  common  quality 
not  derived  from  proper  nouns;  as,  good,  had,  small,  etc. 

Proper  adjectives  are  those  derived  from  proper  nouns ;  as,  English, 
American,  Roman,  etc. 

Participial  adjectives  are  those  derived  from  a  verb  or  a  participle;  as, 
"Running  water,"  "Defeated  candidates,"  "Dancing  child,"  etc. 


66  APPLIED   BUSINESS  ENGLISH 

Capitalization  of  Proper  Adjectives 

Proper  adjectives  should  begin  with  a  capital  letter,  except  when  they 
have  lost  their  proper  significance  and  are  used  to  denote  a  common  quality; 
as,  "English  law,"  "American  people,"  "puritanical  Sabbath,"  "damask  dress." 

Subclasses  of  Definitive  adjectives 

Definitive  adjectives  are  also  divided  into  three  subclasses:  numerals, 
pronominals,  and  articles. 

Numeral  adjectives  point  out  by  denoting  the  number  of  objects  rep- 
resented by  the  nouns,  either  definitely  or  indefinitely,  as,  two,  second,  two- 
fold, few,  many,  etc. 

Pronominal  adjectives  are  those  that  may  be  used  as  pronouns ;  as,  this, 
that,  these,  those,  each,  every,  all,  any,  which,  zvhat,  etc. 

The  words  a,  an,  and  the  are  articles.  The  points  out  definitely,  and  a 
and  an  point  out  indefinitely. 

USE  OF  A  AND  AN 

A  should  be  used  before  words  beginning  with  a  consonant  sound,  and 
an  before  words  beginning  with  a  vozuel  sound;  as,  "A  boy,"  "A  hat,"  "An 
apple,"  "An  eye." 

A  great  deal  has  been  written  about  the  use  of  an  before  words  beginning 
with  the  aspirate  h  when  the  accent  is  on  the  second  syllable,  but  the  weight 
of  authority  tends  to  the  use  of  a  in  such  words,  unless  the  h  is  silent;  as, 
"A  historical  event,"  "A  heroic  deed,"  "An  honorable  man,"  "An  honest  man." 

A  is  sometimes  used  before  a  word  beginning  with  a  vowel;  as,  "A  uni- 
versal truth,"  "A  one-sided  question."  Note  that  these  words  begin  with  the 
same  sound  as  occurs  in  youth  and  wonder. 

omission  of  the  ARTICLE 

Sentences  are  frequently  incorrectly  interpreted  owing  to  the  omission  of 
the  article  after  the  conjunction.  Note  the  difference  in  the  following  sen- 
tences :    A  black  and  zvhite  horse.    A  black  and  a  white  horse.    A  Gregg  and 

Pitman  writer.     A  Gregg  and  a  Pitman  writer. 

* 

Compound  Adjectives 

When  two  different  parts  of  speech  are  used  to  express  one  adjectival 
idea,  they  should  be  joined  with  a  hyphen;  as,  "Sixty-day  settlement,"  "Long- 
distance telephone,"  "First-class  teachers." 


APPLIED   BUSINESS  ENGLISH 


67 


Name. 


Grade . 


EXERCISE  20 


4. 
5. 
6. 
7. 

8. 

9. 
10. 
11. 


Classify  the  adjectives  in  the  following  sentences: 

(Deduct  three  per  cent  for  each  error.) 

This  long  march  through  the  primeval  forest  and  over  the  rugged  aod  tractless 
mountains  was  one  of  the  most  remarkable  exploits  of  the  war. 

The  thirteen  colonies  were  now  free  and  independent  states. 

The  coyote  is  a  long,  slim,  sick,  and  sorry-looking  skeleton,  with  a  gray  wolfskin 
stretched  over  it,  a  tolerably  bushy  tail  that  forever  sags  down  with  a  despairing 
expression  of  forsakenness  and  misery,  a  furtive  and  evil  eye,  and  a  long  sharp 
face,  with  slightly  lifted  lip  and  exposed  teeth. — Mark  Twain. 

Dutch  cheeses  are  the  favorite  relish  of  English  epicures. 

Will  you  go  to  yonder  house  and  ask  that  man  to  bring  those  horses? 

Edith  is  the  better  girl  of  the  two. 

The  first  Christian  missionary  in  Alaska  began  her  work  as  the  only  white  woman  in 
that  immense  territory. 

This  ploughed  field  will  bloom  with  many  varieties  of  exquisite  rosea. 

This  is  a  three-fold  punishment. 

Few  of  the  older  inhabitants  have  much  education. 

The  defeated  candidate  will  retire  to  private  life. 


DESCRIPTIVE 

DEFINITIVE 

10 
Common 

3 
Proper 

5 
Participial 

Article 

7 
Numerals 

6 

Pronominals 

I 

j 

? 

?i 

4. 

S 

6. 

7 

8 

q 

10 

APPLIED   BUSINESS  ENGLISH  69 


Name Grade. 

EXERCISE  21 


Insert  a  or  an  in  the  blank  spaces  in  the  following  sentences : 

(Deduct  ten  per  cent  for  each  error.) 

1.  He  is habitual  drunkard. 

2.  This  is unique  system  of  shorthand. 

3.  He  has university  education. 

4.  We  are  now  running hourly  and daily  train. 

5.  He  is heir  to  the  estate. 

6.  The  laborers  formed union. 

7.  As Christian, infidel, heathen. 

8.  No  good  man,  he  thought,  could  be heretic. 


Name Grade . 

EXERCISE  22 


Insert  all  necessary  articles  in  the  following  sentences : 

(Deduct  ten  per  cent  for  each  error.) 

1.  The  secretary  and  treasurer  of  the  company  has  resigned. 

2.  The  secretary  and  treasurer  of  the  company  have  resigned. 

3.  He  ate  the  bread  and  butter  for  his  breakfast. 

4.  A  red  and  white  flag  floats  from  the  building. 

5.  A  red  and  white  flag  float  from  the  building. 

6.  A  White  Sox  and  Cub  player  had  been  discussing  the  decision. 

7.  The  English  language  is  drawn  largely  from  the  French,  Latin,  and  Greek. 

8.  I  have  just  finished  writing  the  tenth  and  last  chapter.    (Fifteen  chapters  in  the  book.) 

9.  We  are  studying  about  the  ball  and  socket  joints. 

10.    We  are  studying  about  the  dovetailed  and  hinge  joints. 


APPLIED   BUSINESS  ENGLISH                             71 
Name Grade 

EXERCISE  23 

Insert  the  hyphens  in  the  compound  adjectives  in  the  following  sentences: 

(Deduct  three  per  cent  for  each  error.) 

1.  Our  terms  for  a  60  day  settlement  are  4  per  cent. 

2.  I  send  herewith  for  your  use  a  piece  work  chart  with  the  new  piece  work  prices. 

3.  I  had  this  'phone  put  in  principally  for  long  distance  work. 

4.  Have  you  any  of  the  Crimson  Ramblers  that  are  strong  two  year  old  plants? 

5.  Orders  should  be  accompanied  either  by  c'ash,  or  by  first  class  city  references. 

6.  Please  send  me  156  of  the  cross  section  blocks. 

7.  The  Marple  Hamilton  Company. 

8.  Our  4  ply  slag  roofing  is  guaranteed  for  ten  years. 

9.  We  will  express  to  you  to-day  a  sample  of  3  light,  4  light,  and  6  light  sash. 

10.  We  charge  $20.00  for  a  half  page  advertisement. 

11.  Inclosed  are  four  21  inch  advertisements  for  daily  papers. 

12.  We  are  giving  you  a  quarter  paga  advertisement  in  this  issue. 

13.  Make  up  the  remainder  of  the  material  into  54  inch  scarfs. 

14.  We  wish  a  two  story  porch  front  brick  dwelling. 

15.  Please  send  us  one  hoop  of  fall  made  cheese. 

16.  The  schedule  provides  for  an  increase  in  the  salary  now  paid  first  year  teachers. 

17.  Ten  point  type  is  to  be  used  for  the  first  eight  pages  only. 

18.  The  Rockwell  Barnes  Company. 

r9.  The  Wood  Weaver  Printing  Company. 

20.  The  apartments  are  arranged  with  well  lighted,  cheerful  rooms. 

21.  We  wish  to  install  a  belt  driven  elevator  in  our  factory. 

22.  A  gallon  of  oil  will  carry  our  four  ton  machine  a  mile. 

23.  Any  overcharge  existing  under  the  23  cent  rate  must  be  refunded. 

24.  We  are  sending  you,  by  express,  a  five  gallon  can  of  our  special  Turbine  oil. 

25.  The  round  trip  rate  is  the  sum  of  the  east  and  west  bound  fares,  less  10  per  cent  of 

the  west  bound  fare. 

26.  The  Rodman  Bishop  Company. 

27.  We  use  the  best  of  grey  forged  pig  iron. 

28.  The  coal  carrying  roads  will  benefit  by  this  improvement. 

29.  The  break  down  thickness  lies  between  .001  and  .002  inches. 


APPLIED   BUSINESS  ENGLISH  73 

LESSON  XIII 


MISUSED  ADJECTIVES 

Apt,  likely,  liable. — Apt  implies  a  fitness  or  a  natural  tendency.  Likely 
refers  to  a  contingent  event  regarded  as  very  probable,  and  usually,  though 
not  always,  favorable.  Liable  refers  to  a  contingency  regarded  as  unfavor- 
able. He  is  an  apt  scholar.  Iron  is  apt  to  rust.  An  impetuous  speaker  is 
apt  to  say  more  than  he  can  prove.  An  industrious  person  is  likely  to  suc- 
ceed. A  delicate  person  is  liable  to  catch  cold.  If  I  sign  my  name  to  a  note 
as  security,  I  am  liable  for  the  debt. 

Childish,  puerile,  childlike. — Childish  and  puerile,  when  applied  to  a  ma- 
ture person,  are  usually  taken  in  an  unfavorable  sense;  childlike  is  used  in  a 
good  sense.  "As  childish  expresses  the  intellectual  poverty,  so  childlike  ex- 
presses the  moral  simplicity  of  a  child." — Smith. 

Continuous,  continual. — Continuous  signifies  without  a  pause  or  a  break. 
Continual  admits  of  short  pauses  or  intermissions.  We  often  have  continu- 
ous rains  for  several  days.  Some  countries  have  continual  rains  for  several 
months. 

Couple,  two. — Do  not  say  a  couple  of  weeks  or  a  couple  of  dollars.  Weeks 
and  dollars  do  not  come  in  couples.  Couple  in  its  primitive  signification  means 
not  only  two  things,  but  two  things  united  by  some  bond. 

Credible,  creditable,  probable,  plausible. — A  story  that  may  be  believed 
is  credible.  That  which  is  likely  to  happen  is  probable.  That  which  pleases 
the  ear  but  does  not  satisfy  the  judgment  is  plausible.  Creditable  means 
worthy,  of  approbation.  We  may  speak  of  a  credible  story,  a  probable  out- 
come, a  plausible  excuse,  a  creditable  way  of  doing  business. 

Desirous,  anxious. — Desirous  simply  means  eager,  while  anxious  implies 
painful  suspense. 

Excellent,  grand,  splendid. — A  thing  is  excellent  when  it  surpasses  other 
things  of  the  same  kind  in  some  good  quality  or  in  the  sum  of  qualities.  A 
thing  to  be  excellent  must  be  morally  good,  serviceable,  or  desirable.  Grand 
implies  a  union  of  excellence  with  greatness  or  vastness;  as,  "A  grand  cata- 
ract." Splendid  is  applied  to  abstract  qualities  only  and  always  implies  some- 
thing brilliant,  shining,  or  gorgeous. 

Exceptionable,  exceptional. — Exceptionable  signifies  liable  to  exception, 
objectionable,   while   exceptional  signifies   uncommon,   out  of   the  ordinary; 


74  APPLIED   BUSINESS  ENGLISH 

as,  "This  passage  I  look  upon  as  the  most  exceptionable  in  the  whole  poem." 
— Addison.     This  country  has  exceptional  advantages  for  commerce. 

Frightful,  dreadful,  awful,  very. — The  first  three  of  these  words  express 
fear,  but  in  different  degrees.  They  are  often  used  extravagantly  in  the  place 
of  the  simple  word  very.  Space  will  not  permit  of  a  full  discussion  of  these 
words.     (See  "Synonyms  Discriminated,"  by  C.  J.  Smith,  page  352.) 

Healthy,  healthful,  wholesome. — Healthy  signifies  having  health  or  caus- 
ing health ;  as,  "A  healthy  child,"  "A  healthy  climate."  However,  healthful 
is  usually  used  in  the  sense  of  conducive  to  health,  virtue,  or  morality ;  as,  "A 
healthful  climate,"  "Healthful  exercise,"  "The  healthful  Spirit  of  thy  grace." 
Wholesome  signifies  making  whole,  keeping  whole  or  sound,  whether  of  body 
or  mind;  as,  "Wholesome  food,"  "Wholesome  air,"  "Wholesome  advice." 

Mad,  angry. — Many  Americans  use  the  word  mad  when  they  mean  angry. 
Mad  signifies  crazy  or  of  unsound  mind. 

Mutual,  common,  reciprocal. — Mutual  implies  sameness  of  condition  at 
the  same  time,  and  is  properly  applied  to  two  persons,  while  common  applies 
to  more  than  two.  "Reciprocal  signifies  giving  backward  and  forward  by  way 
of  return.  Voluntary  disinterested  services  rendered  to  each  other  are  mu- 
tual; imposed  or  merited  services  returned  from  one  to  the  other  are  recipro- 
cal."— Crabb. 

Nice,  pleasant. —  The  word  nice  is  greatly  overworked  by  many  in  such 
expressions  as,  "A  nice  dinner,"  "A  nice  day,"  "A  nice  country,"  "A  nice  ser- 
mon," "A  nice  showing,"  "A  nice  time."  AVe  properly  say,  "An  excellent  din- 
ner," "A  pleasant  day,"  "A  beautiful  country,"  "An  excellent  sermon,"  "A 
splendid  showing,"  "An  enjoyable  time;"  but  "A  nice  point,"  "A  nice  distinc- 
tion," "A  nice  discrimination." 

Pitiable,  pitiful,  piteous. — Pitiable  means  deserving  of  pity.  Pitiful  sig- 
nifies full  of  that  which  awakens  pity.  Piteous  applies  to  that  which  excites 
the  emotion.  A  man  is  made  pitiable  on  account  of  circumstances  independent 
of  his  own  action.  What  is  pitiful  in  a  man  arises  from  his  own  unworthiness, 
while  that  which  is  piteous  arises  from  his  weakness  or  inability  to  help  himself. 
After  the  wreck,  the  man  was  found  in  a  pitiable  condition.  As  he  was  lifted 
from  the  ground  he  uttered  a  piteous  cry.  The  condition  of  the  drunken  man 
was  pitiful  indeed.  Pitiful  may  also  refer  to  what  is  deserving  of  pity,  being 
used  chiefly  for  that  which  is  merely  an  object  of  thought,  while  pitiable  is 
applied  to  that  which  is  brought  directly  before  us. 

Possible,  practicable,  practical,  feasible. —  Many  things  are  possible  but 
not  probable  or  practical.     The  possibility  of  a  thing  depends  upon  the  agent. 


APPLIED   BUSINESS  ENGLISH  75 

A  plan  is  said  to  be  practicable  when  it  can  be  carried  out  by  available  means 
or  resources.  Practical  differs  from  practicable  in  that  it  applies  to  those 
things  that  may  be  turned  to  use  or  account ;  as,  "Practical  chemistry,"  "Prac- 
tical grammar."  Feasible  is  like  practicable,  but  it  is  applicable  only  to  the  phys- 
ical action  or  to  human  plans  and  designs. 

Sincere,  candid,  frank. — To  be  sincere  is  to  be  pure  in  thought  and  feel- 
ing; to  be  candid  is  to  be  free  from  prejudice  and  reserve;  to  be  frank  is  to  be 
free  and  open  in  the  expression  of  one's  sentiments,  whatever  they  may  be. 
A  man  who  is  sincere  in  his  belief  will  utter  no  untruths.  The  man  is  candid 
who  is  fair-minded  and  ready  to  admit  his  own  shortcomings.  A  frank  man 
speaks  as  he  thinks,  regardless  of  what  his  opinions  may  be. 

Social,  sociable. —  Sociable  denotes  a  greater  degree  of  familiarity  than 
social.    Man  is  a  social  being,  yet  all  men  are  not  sociable. 

Sure,  certain. — Our  feelings  make  us  sure;  our  judgment  makes  us  cer- 
tain. We  are  certain  of  what  is  already  done.  We  may  be  sure  of  what  is 
to  be  done. 

Surprised,  astonished,  amazed,  astounded,  appalled. — These  words  are 
here  given  in  the  order  of  their  strength.  We  are  surprised  at  what  is  unex- 
pected. We  are  astonished  at  that  which  is  not  likely  to  happen.  We  are 
amazed  at  that  which  is  incomprehensible  or  frightful.  We  are  astounded  at 
that  which  strikes  terror.  We  are  appalled  when  we  are  so  frightened  as  to 
turn  pale. 

COMMON  ERRORS  IN  THE  USE  OF  ADJECTIVES 

don't  say  :  SAY : 

I  received  ten  dollars  per  day.  I  received  ten  dollars  a  day  or  per 

diem. 
lie  receives  two  thousand  dollars  per     He  receives  two  thousand  dollars  a 

year.  year  or  per  annum. 

The  accident  occurred  on  December     The  accident  occurred  on  December 

I  have  a  bad  cold.  I  have  a  severe  cold. 

I  have  a  bran  new  hat.  I  have  a  brand  new  hat. 

He  made  lots  of  errors.  He  made  a  great  many  errors. 

He  is  an  all  around  athlete.  He  is  an  all-round  athlete. 

The  work  is  alright.  The  work  is  all  right. 

The  above  sentence  is  incorrect.  The  foregoing  sentence  is  incorrect. 

The  book  is  no  use  to  me.  The  book  is  of  no  use  to  me. 


16 


APPLIED   BUSINESS  ENGLISH 


DON  T  SAY : 


say: 


He  has  been  out  of  his  head  all  day.  He  has  been  delirious  all  day. 

He  is  very  much  out  of  fix.  He  is  not  feeling  well. 

He    is    an    ornery,    good-for-nothing  He  is  a  worthless  man. 
man. 

"Ornery"  is  a  vulgarism. 

My  hand  is  swelled.  My  hand  is  szvollcn. 

"Swelled"  is  a  verb;    "swollen"  is  an  adjective. 


APPLIED   BUSINESS  ENGLISH                              77 
Name Grade 

EXERCISE  24 

Insert  in  each  blank  space  the  adjective  that  expresses  the  exact  meaning: 

(Deduct  two  per  cent  for  each  error.) 

Apt — likely — liable 

1 students  are  likely  to  succeed. 

2.  For  manhood's  sake  we  would  not  say  of  any  man  that  he  is  to 

be  married ;  yet  under  certain  circumstances,  most  men  are to  be  married. 

—IVIiile. 

3.  If  a  man  break  the  law,  he  is to  punishment. 

4.  If  you  go  there,  you  will  be to  get  into  trouble. 

5.  Each  member  of  a  partnership  is  for  the  debts  of  the  firm. 

Childish — puerile — childlike 

1.  She  laughed  in glee, 

2.  We  expect  nothing  from  a  youth  but  what  is  juvenile ;  we  are  surprised  and  dis- 

satisfied to  see  what  is in  a  man. — Crabb. 

3.  The  lawyer  made  many objections. 

4.  He  conducted  himself  with grace  and  simplicity. 

5.  We  could  but  love  this  simple man. 

6.  When  I  became  a  man  I  put  away things. — Bible. 

7.  This  man  is  getting  old  and 

Continual — continuous 


1.  A  storm  of  wind  or  rain  that  never  intermits  an  instant  is  ;  a 

succession  of  showers  is 

2.  If  I  am  exposed  to interruptions,  I  cannot  pursue  a 

train  of  thought. — Whately. 

Couple — a  couple  of — two 

1.  Scarce  any  come  together  but  their  nuptials  are  declared  in  the 

newspapers  with  encomiums  on  each  party. — Johnson. 

2.  Take drops  before  each  meal. 

3.  He  will  be  here  in days. 

4 ladies  were  injured. 

Credible — creditable — probable — plausible 

1.  A  tale  written  in  the  Bible,  which  must  needs  be — Gower. 

2.  This  is  a way  of  living. 

3.  His  story  sounds enough,  but  I  do  not  believe  it. 

4.  That  is  accounted  which  has  better  arguments  producible  for  it 

than  can  be  brought  against  it. 

[over] 


78  APPLIED   BUSINESS  ENGLISH 

Desirous — anxious 

1 and  trembling,  he  stood  awaiting  his  fate. 

2 to  behold  once  more  thy  face. — Milton. 

3.  I  am to  have  this  matter  straightened  up. 

4.  I  am of  having  each  number  of  the  magazine. 

5.  He  was  very about  his  brother's  health. 

Exc  client — grand — splendid 

1.  I  enjoyed  an  (a) dinner. 

2.  To  love  what  I  see in  good  or  fair. — Milton. 

3.  He  is  a  man  of  character. 

4.  He  preached  an  (a)    sermon. 

5.  We  were  greeted  with  an  (a)   sun. 

6.  The  king  lived  in  an  (a)    palace. 

7.  He  is  a  man  of talents. 

8.  Napoleon  had  an   (a)    army. 

9 may  be  said  either  of  the  works  of  art  or  nature ;    sublime  is 

peculiarly  applicable  to  the  works  of  nature. — Crabb. 

Exceptionable — exceptional 

1.  He  is  an  young  man. 

2.  Do  you  think  any  of  these  rules  will  be ? 

3.  We  are  now  offering  some bargains  in  real  estate. 

Frightful — dreadful — awful — very 

1.  I  witnessed  a  accident  this  morning. 

2.  The  approach  of  death  is to  most  men. 

3.  I  could  not  endure  the solitude. 

4.  This  is  a cold  day. 

5.  He  was badly  hurt. 

6.  This  is  a difficult  lesson. 


APPLIED   BUSINESS  ENGLISH  79 


Name Grade 

EXERCISE  25 

Insert  in  each  blank  space  the  adjective  that  expresses  the  exact  meaning: 

(Deduct  two  per  cent  for  each  error.) 
Healthy — healthful — wholesome 

1.  His  mind  was  now  in  a  firm  and  state. — Macaulay. 

2.  Running  is  a  exercise. 

3.  We  should  have  food. 

4.  Bread  and  milk  is  a  diet. 

5.  I  gave  him  some  good,  advice. 

6.  We  enjoy   surroundings. 

7.  The  climate  of  New  Mexico  is  very  


Mad — angry 

1.  Much  learning  doth  make  thee  — Bible. 

2.  The  world  is  running  after  farce. — Dryden. 

3.  He  was  very  with  me. 

4.  I  shall  be  if  you  do  that. 

Mutual — common — reciprocal 

1.  Friends  render  one  another  services;    the  services  between  servant  and 

master  are — Crabb. 

2.  The  interests  between  the  two  men  were   

3.  John  and  I  have  many  friends. 

4.  We  should  work  for  the  interests  of  the  country. 

5.  We  should  have  trade  relations  with  Cuba. 

6.  Affection  is ,  when  both  persons  fall  in  love  at. the  same  time. 

7.  Life  cannot  subsist  in  society  but  by concessions. — Johnson. 

Nice — pleasant 

1.  The  building  is  of  proportions. 

2.  He  does  not  show  a  very  regard  for  his  own  dignity. 

3.  He  was  able  to  make  some discriminations  in  the  use  of  words. 

4.  We  had  a time. 

5.  We  shall  come  to-morrow,  if  it  is  a  day. 

Pitiable — pitiful — piteous 

1.  Which,  when  Deucalion,  with  a look, 

Beheld,  he  wept. — Dryden. 

2.  The  criminal  made  a plea  to  the  authorities  for  his  life. 

3.  The  moans  of  the  injured  and  dying  could  be  heard. 

4.  Owing  to  his  long  illness,  his  condition  became  very indeed. 

[OVEP] 


80  APPLIED   BUSINESS  ENGLISH 

Possible — practicable — practical — feasible 

1.  With  God  all  things  are —Bible. 

2.  We  speak  of  a man  and  of  a plan. 

3.  The  is  opposed  to  the  impossible ;   the to  the  im- 

practicable ;    the   to  the  theoretical. 

4.  It  was  not to  gratify  so  many  ambitions. — Beaconsfield. 

5.  I  think  this  is  a scheme. 

Sincere — candid — frank 

1.  To  be  with  you,  I  do  not  care  for  your  company. 

2.  The  man  was  enough  to  admit  that  he  was  in  the  wrong. 

3.  He  was  very  in  his  manner  of  speaking. 

4.  A  man  will  have  no  reserve  when  openness  is  necessary. — Crabb. 

5.  The man  disguises  nothing ;  the man  expresses  everything. — 

Taylor. 

Social — sociable 

1.  This  man  is  an  authority  on matters,  but  he  is  not  at  all 

2.  The  book  treats  of  both  commercial  and  correspondence. 

Sure — certain 

1.  That  is  which  results  from  inferences  of  reason ;    that  is  

which  results  from  the  laws  of  nature. 

2.  This  medicine  is  a  remedy  for  the  disease. 

3.  I  feel  he  will  come  to-morrow. 

4.  I  am that  this  young  man  will  succeed. 

5.  I  am  that  I  was  not  mistaken. 

Surprised — astonished — amazed — astounded — appalled 

1.  I  was  to  find  you  here,  John,  as  I  thought  you  had  gone  to  your 

room. 

2.  I  am to  see  3fOu  here,  George,  as  I  heard  you  were  dead. 

3.  I  was to  learn  that  my  brother  had  committed  murder. 

4.  I  was  to  find  my  brother  dead. 

5.  I  was at  the  sight  of  the  Galveston  flood. — Vories's  Guide  to  Busi- 

ness English. 


APPLIED   BUSINESS  ENGLISH  81 

LESSON  XIV 


CLASSIFICATION  OF  ADVERBS 

1.  He  is  always  here  once  a  year. 

2.  The  patriot  answers  when  his  country  calls. 

3.  The  lilies  grow  where  the  ground  is  moist. 

4.  The  sun  slowly  sank  in  the  glowing  west. 

5.  The  mighty  waves  were  tossing  tumuUuously. 

6.  I  know  why  you  have  come. 

7.  The  girl  is  exceedingly  lonesome. 

8.  He  is  slightly  crippled. 

QUESTIONS 

What  adverbs  in  the  foregoing  sentences  express  ideas  of  time?  Of 
place?  What  adverbs  answer  the  questions,  how?  zvhyf  how  much?  how  little? 
or,  to  what  extent? 

Classes  as  to  Meaning 

Adverbs  may  be  divided  as  to  meaning  into  the  following  classes : 
Adverbs  of  time:     now,  soon,  always,  never,  then. 
Adverbs  of  place :     there,  here,  everywhere,  far,  down. 
Adverbs  of  manner:     well,  badly,  certainly,  sweetly,  so. 
Adverbs  of  cause :     why,  wherefore,  therefore. 
Adverbs  of  degree:     almost,  very,  quite,  too,  exceedingly. 
Adverbs  of  affirmation  or  negation :     yes,  no,  not,  aye,  nay. 

Classes  as  to  Use 

As  to  use,  adverbs  are  either  simple  or  conjunctive.  The  simple  adverb 
is  used  only  to  modify,  while  the  conjunctive  adverb,  in  addition  to  modify- 
ing, has  a  connective  use;  as,  "I  will  go  nozv."     "I  will  go  when  he  comes." 

Modal  Adverbs 

Adverbs  that  modify  the  manner  of  the  expression  rather  than  the  man- 
ner of  the  action  are  called  modal  adverbs;  as,  verily,  truly,  not,  no,  yes,  etc. 

Adjective  or  Adverb 

Whenever  the  verb  expresses  action  the  adverb  is  required.  If  the  verb 
expresses  no  action  the  adjective  is  required.     The  adjective  always  has  ref- 


82 


APPLIED   BUSINESS  ENGLISH 


crcnce  to  the  subject;  the  adverb  refers  to  the  action  of  the  verb.     Study  the 
follovifing  illustrations : 

ADJECTIVES  ADVERBS 

The  wood  feels  siuoctli.  He   feels  his  way  carefully. 

The  food  tastes  szveet.  He  tasted  the  food  quickly  and  then  left  the 

room. 

The  man  looks   happy.  He  looked  intently  at  the  picture. 

The  music   sounds  sivect.  The  physician  sounded  the  man's  lungs  thor- 

oughly. 

The  wind  blows  cold.  The  wind  blew  him  swiftly  along. 

COMMON  ERRORS  IN  THE  USE  OF  ADVERBS 

don't  say:        ■  say: 

I  do  my  studying  after  night.  I  do  my  studying  at  night. 

The  two  men  almost  fought,  but  the  The  two  men  nearly  fought,  but  the 

officer  kept  them  apart.  officer  kept  tliem  apart. 

I  am  awfully  afraid  that  it  will  rain.  I  z'cry  much  fear  that  it  will  rain. 

I  could  not  find  him  any  place.  I  could  not  find  him  anywhere. 

I  shall  go  anyhow.  I  shall  go  anyway. 

lie  walked  backwards  and  forzvards  He  walked  hack  and  forth  to  school. 

to  school. 


He  pushed  the  board  in  cndzvays. 
He  comes  every  nozv  and  then. 
Look  forzvards,  not  hackzvards. 
He  was  so  ill  that  he  nearly  died. 
The  man  was  shot  through  the  head 
and  nearly  killed. 


He  pushed  the  board  in  cndzuise. 
He  comes  frequently  or  occasionally. 
Look  forward,  not  backzvard. 
Lie  was  so  ill  that  he  almost  died. 
The  man  was  shot  through  the  head 
and  almost  killed. 


A  man  may  be  "nearly"  killed  and  yet  not  hurt. 
The  boy  ran  pell-mell  down  the  street.     The  boy  ran  Imrricdly  down  the  street. 

For  one  boy  to  run  "pell-mell"  is  like  the  soldier  who  said  he  surrounded  the  enemy 
and  made  them  prisoners. 

Yours  respectively.  Yours  respectfully. 

I    respectively   make    application    for     I  respectfully  make  application  for  the 

the  position.  position. 

I  respectively  decline  the  attempt.  I  respectfully  decline  the  attempt. 

John,  Harry  and  James  are  eight,  ten     John,  Harry,  and  James  are  eight,  ten 


and  twelve  years  of  age  respectively. 
I  hardly  ever  go  to  the  theater. 


and  twelve  years  of  age  respectfully. 
I  scarcely  ever  go  to  the  theater. 

"Scarcely"  relates  to  quantity  or  measure,  while  "hardly"  relates  to  degree. 

I  saw  him  sometime  since.  I  saw  him  sometime  ago. 

He  is  some  better  to-day.  He  is  somewhat  better  to-day. 

I  would  sooner  play  than  eat.  I  would  rather  play  than  eat. 

I  have  never  seen  such  a  large  rose.  I  have  never  seen  so  large  a  rose. 


APPLIED   BUSINESS  ENGLISH 


83 


Name. 


Grade . 


EXERCISE  26 

Classify  the  italicized  adverbs  in  the  following  sentences  as  to  use: 

(Deduct  six  per  cent  for  each  error.) 

1.  Go  where  glory  waits  thee. 

2.  IVIten  he  entered  the  house  the  conquest  of  his  heart  was  complete. 

3.  Come  as  the  waves  come. 

4.  I  can  tell  zvJty  the  sun  appears  to  rise  and  set. 

5.  I  shall  be  glad  to  see  you  whenever  you  may  find  time  to  come. 

6.  Jf  Vi^rt  shall  we  three  meet  at/a JH.'' 

7.  I  see  how  you  made  the  mistake. 

8.  While  I  nodded  nearly  napping,  suddenly  there  came  a  tapping, 
As  of  some  one  gently  rapping,  rapping  at  my  chamber  door. 

9.  Thoughts  do  often  lie  too  deep  for  tears. 
10.    Logic  teaches  how  to  think. 


Simple 

Conjunctive 

APPLIED   BUSINESS  ENGLISH 


85 


Name. 


Grade . 


EXERCISE  27 

Classify  the  italicized  adverbs  in  the  following  sentences  as  to  meaning: 

(Deduct  three  per  cent  for  each  error.) 

1.  He  writes  badly  now;  then  he  wrote  well. 

2.  Here  he  was  gladly  received,  there  he  was  unkindly  repulsed. 

3.  They  greeted  us  very  cordially. 

4.  The  house  is  much  too  large. 

5.  He  is  slowly  but  steadily  gaining  ground. 

6.  It  is  almost  done. 

7.  He  is  often  incorrectly  quoted. 

8.  Once  he  was  angrily  rebuffed. 

9.  He  was  very  nearly  killed. 

10.  You  are  not  so  tall  as  I. 

11.  The  lowing  herd  winds  slowly  o'er  the  lea. 

12.  U'Vij' do  we  ho/ hear  from  you? 

13.  Do  you  expect  them  to-morrow?    Yes. 

14.  We  see,  therefore  we  believe. 

15.  Never  shall  we  see  his  like  again. 

16.  Slowly  and  sadly  they  laid  him  down. 

17.  Any  suggestions  will  be  very  kindly  received. 


Time 

Place 

Manner 

Cause 

Degree 

Modal 

' 

! 

i 

APPLIED   BUSINESS  ENGLISH  87 


Name ^ Grade 

EXERCISE  28 

Strike  out  the  incorrect  italicized  words  in  the  following  sentences : 

(Deduct  two  per  cent  for  each  error.) 

1.  Fortunately,  we  may  deal  with  anarchy  on  a  reasonable — reasonably  effective  basis. 

2.  I  bought  heavy — heavily  for  the  winter  trade. 

3.  The  price  which  we  quoted  is  considerably — considerable  reduced. 

4.  Ilis  own  generation  will  probable — probably  see  him  a  financial,  a  physical,  and  a 

moral  wreck. 

5.  We  are  offering  goods  now  at  a  remarkable — remarkably  low  price. 

6.  If  you  think  favorably — favorable  of  my  application,  kindly  communicate  with  Dr. 

Lewis  M.  Noles. 

7.  The  cost  of  mailing  would  be  considerable — considerably. 

8.  Once  a  thing  is  done,  no  one  ever  regrets  having  done  it  slozu — slowly  and  painstaking 

— painstakingly,  but  many  a  time  one  has  to  regret  having  done  a  thing  too 
rapidly — rapid  and  slighting — slightingly. 

9.  We  want  this  size  boat  to  be  made  as  cheap — cheaply  as  possib!e. 

10.  Erie  seems  to  us  to  be  a  remarkable — remarkably  good  purchase. 

11.  He  may  succeed  tolerably — tolerable  well,  but  he  is  neither  a  Solomon  nor  a  Samson. 

12.  You  can  send  your  order  either  direct — directly  to  us  or  through  your  advertising 

agent. 

13.  The  prices  are  considerable — considerably  lower  than  were  given  you  last  year. 

14.  You  state  that  some  way  will  probably — probable  be  found  to  avoid  legal  proceedings. 

15.  It  seems  to  us  that  a  large  number  of  subscribers  might  possible — possibly  be  obtained 

from  your  church. 

16.  During  fifty  years  as  an  uninterrupted,  successful — successfully  and  conservative — 

conservatively  operated  company,  we  have  paid  $45,0(X),000  to  our  policy  holders. 

17.  We  now  have  an  especially — especial  attractive  line  of  goods. 

18.  We  desire  to  say  that  you  arc  somewhat  far  away  to  do  business  with  us  on  mutual — 

mutually  satisfactory  terms. 

19.  We  regret  to  say  that  the  samples  do  not  grade  extraordinary — extraordinarily,  and 

none  can  be  called  fancy. 

20.  The  goods  can  probably — probable  be  used  later  on,  if  not  at  present. 

21.  He  breathes  free — freely. 

22.  No  improvement  can  be  noted  in  the  apple  market  as  yet,  and  comparative — compara- 

tively little  business  has  been  done  since  you  left  here. 
2Z.    We  hope  that  everything  can  be  arranged  satisfactorily — satisfactory  between  you. 

24.  Does  your  company  propose  to  repaint  this  structure  satisfactory — satisfactorily,  or 

shall  I  employ  someone  else  to  do  the  work? 

25.  You  should  have  explained  more  definitely — definite,  as  this  was  the  first  order  you 

had  given  us. 

26.  I  would  suggest  that  they  be  arranged  alphabetical — alphabetically  or  chronological — 

chronologically. 

[over] 


88  APPLIED   BUSINESS  ENGLISH 

27.  We  do  not  think  it  advisable — advisably  to  buy  too  heavy — heavily. 

28.  We  should  like  to  have  the  matter  pushed  to  a  conclusion  as  quick — quickly  as 

possible — possibly. 

29.  We  should  like  to  hear  from  you  occasional — occasionally  with  news  from  your  part 

of  the  state. 

30.  You  can  send  your  order  direct — directly  to  us. 

31.  This  paper  feels  smooth — smoothly. 

32.  The  rose  smells  sweet — sweetly. 

33.  The  wind  blows  coldly— cold. 

34.  I  feel  bad— badly. 

35.  I  fe.lt  my  way  carefully — careful  through  the  dark  room. 

36.  They  were  requested  to  sit  quiet — quietly  in  their  seats. 

37.  The  candy  tastes  zuell — good. 

38.  The  old  man  looked  sad — sadly. 

39.  The  old  man  looked  sad — sadly  on  the  scene. 

40.  That  music  sounds  something — somezvhat  like  it. 

41.  It  is  seme — somewhat  cooler  to-day  than  it  was  yesterday 

42.  I  think  you  looked  well — good  in  your  new  suit. 

43.  You  should  write  accurate — accurately. 

44.  These  people  were  not  treated  so  badly — bad. 

45.  The  shoe  goes  on  easily — easy. 

46.  His  friends  looked  cold — coldly  upon  him. 

47.  You  write  plainer — tnore  plainly  than  I  do. 

48.  The  work  is  not  near — nearly  done  yet. 

49.  I  did  that  easier — more  easily  than  I  thought  I  could. 

50.  We  are  not  that — so  far  advanced. 


APPLIED   BUSINESS  ENGLISH 


89 


LESSON  XV 


CLASSIFICATION  OF  CONJUNCTIONS 

1.  Time  and  tide  wait  for  no  man. 

2.  Thus  dwelt  together  in  love  these  simple  Acadian  farmers, 
Dwelt  in  the  love  of  God  and  of  man. 

3.  /  was  a  child  and  she  was  a  child. 

4.  /  know  that  you  can  learn  grammar  if  you  study  it. 

Questions 

1.  What  conjunctions  in  the  foregoing  sentences  express  relation  between 
ideas  of  equal  rank? 

2.  What  conjunctions  express  relation  between  thoughts  of  equal  rank? 

3.  What  conjunctions  express  relation  between  thoughts  of  unequal 
rank? 

Coordinate  Conjunctions 

A  coordinate  conjunction  expresses  relation  between  ideas  or  thoughts 
of  equal  rank;  as,  "John  and  James  go  to  school."  "You  should  learn  to 
tvrite  and  to  spell."     "Talent  is  something,  but  tact  is  everything." 


Subordinate  Conjunctions 

A  subordinate  conjunction  expresses  relation  between  thoughts  of  un- 
equal rank;  as,  "He  is  taller  than  /  am."  The  subordinate  conjunction  differs 
from  relative  pronouns  and  conjunctive  adverbs  in  that  it  has  no  modifying 
force. 

The  principal  coordinate  conjunctions  are: 


and 

first 

notwithstanding 

so 

both 

secondly 

however 

so  that 

but 

moreover 

therefore 

so  then 

either — or 

now 

wherefore 

nevertheless 

neither 

well 

hence 

either 

also 

else 

whence 

neither — nor 

likewise 

otherwise 

consequently 

or 

as  well  as 

still 

nor 

besides 

not  only — ^but 

yet 

accordingly 

whether — or 

partly 

further 

thus 

both — and 

90 


APPLIED   BUSINESS  ENGLISH 


The  principal  subordinate  conjunctions  are 


notwithstanding 

while 

that 

as 

albeit 

whether — or 

than 

although 

in  order  that 

until 

unless 

because 

lest 

as  soon  as 

whether 

except 

in  case  that 

supposing 

so  that 

for 

on  condition  that 

otherwise 

whereas 

if 

ere 

since 

after 

inasmuch   as 

till 

though 

before 

provided 

COMMON  ERRORS  IN  THE  USE  OF  CONJUNCTIONS 
don't  say  :  SAY : 

I  shall  go  providing  I  am  not  too  busy.     I  shall  go  provided  I  am  not  too  busy. 

"Provided"  is  a  conjunction  and  means  "if,"  while  "providing"  is  a  participle. 
He  blushes ;  therefor  he  is  guilty.  He  blushes ;  therefore  he  is  guilty. 

"Therefore"  signifies  for  that  or  this  reason;  consequently.    "Therefor"  signifies  for 
that,  for  this,  for  it ;  as,  "I  shall  do  the  work  provided  I  be  paid  therefor." 
Neither  this  or  that  is  correct.  Neither  this  nor  that  is  correct. 

The  proper  correlatives  are  "neither — nor"  and  "either — or." 
I  do  not  write  as  fast  as  I  once  did.         I  do  not  write  so  fast  as  I  once  did. 

Do  not  use  "as"  in  a  declarative  sentence  when  preceded  by  a  negative  word.    "As" 
is  correctly  used  only  in  level  comparisons. 


Not  as  I  know. 

You  look  like  you  had  been  in  the 

rain. 
See  if  it  is  raining. 
It  looks  as  though  it  had  been  raining. 
I  do  not  deny  but  that  he  is  right. 


Not  that  I  know. 

You  look  as  if  you  had  been  in  the 

rain. 
See  whether  it  is  raining. 
It  looks  as  if  it  had  been  raining. 
I  do  not  deny  that  he  is  right. 


"But"  is  superfluous  when  used  interrogatively  or  negatively  after  verbs  like  "doubt," 
"deny,"  and  "question." 

The  snow  was  six  and  eight  inches     The  snow  was  six  or  eight  inches  deep. 
deep. 

What  does  "six  and  eight"  signify? 
This    typewriter   is    better    tJicn   that     This    typewriter   is   better    than   that 
one.  one. 

"Then"  is  an  adverb  and  always  carries  with  it  the  idea  of  time,  while  "than"  is  a 
conjunction. 


APPLIED   BUSINESS  ENGLISH  91 


Name Grade 

EXERCISE  29 

In  the  following  sentences  draw  one  line  under  the  coordinate  and  two 

lines  under  the  subordinate  conjunctions.  (Deduct  six  per  cent  for  each  error.) 

1.  George  went  to  bed  again,  and  thought  it  over  and  over  and  over. 

2.  He  gave  me  both  advice  and  money, 

3.  Either  you  will  go  or  I  shall  resign. 

4.  He  was  not  only  talented,  but  also  rich. 

5.  The  men  brought  the  rich  pearl,  consequently  the  judge  discharged  them. 

6.  You  are  as  tall  as  I. 

7.  This  is  as  sweet  as  honey. 

8.  Though  he  slay  me,  yet  will  I  trust  him. 

9.  Love  not  sleep,  lest  thou  come  to  poverty. 

10.  Speak  clearly  if  you  would  be  understood. 

11.  Live  well  that  you  may  die  well. 

12.  Swearing  is  neither  profitable  nor  pleasant. 

13.  Both  the  ties  of  nature  and  the  dictates  of  policy  demand  this. 

14.  Men  must  be  taught  as  if  we  taught  them  not. 


APPLIED   BUSINESS  ENGLISH 


93 


LESSON  XVI 


CLASSIFICATION  OF  PREPOSITIONS 

Prepositions  are  classified  according  to  their  form  into  simple,  complex, 
and  compound  prepositions;  as,  to,  to  the  extent  of,  from  above. 

Object 

The  object  of  a  preposition  is  always  a  noun  or  pronoun,  or  some  expres- 
sion so  used;  as  "I  go  to  school."  "He  ran  by  me."  "He  came  from  on 
high."  "He  never  thinks  of  studying  his  lesson."  "He  came  from  under 
the  bridge."     "We  have  been  thinking  about  xvho  will  win  the  contest." 

Antecedent 

The  word  that  the  prepositional  phrase  limits  is  called  the  antecedent 
of  the  preposition.  It  may  be  a  noun,  a  pronoun,  a  verb,  an  adjective,  or  an 
adverb;  as,  "Send  me  six  tons  of  coal."  "He  of  the  blue  had  lost  an  arm." 
"Suffer  little  children  to  come  unto  me."  "He  was  wliite  with  rage."  "I 
have  read  the  book  sufficiently  for  my  purpose." 

The  following  are  the  prepositions  most  commonly  used: 


about 

at 

during 

throughout 

above 

before 

ere 

till 

aboard 

behind 

except 

to 

across 

below 

for 

toward 

after 

beneath 

from 

under 

against 

beside 

in 

underneath 

along 

between 

into 

until 

amid 

betwixt 

of 

unto 

amidst 

beyond 

on 

up 

among 

but   (except) 

over 

upon 

amongst 

by 

past 

with 

around 

concerning 

round 

within 

athwart 

down 

through 

without 

Special  Words  Requiring  Special  Prepositions 

Nothing  is  of  more  importance  in  connection  with  the  study  of  the  prepo- 
sition than  to  note  that  certain  words  require  special  prepositions,  the  preposi- 
tion depending  on  the  meaning  to  be  expressed.    ^ 
acquit  of  adapted  from  (an  author) 

abhorrence  of  absolve  from  (a  crime) 

adapted  to  (a  thing)  accord  with  (a  person) 

adapted  for  (by  nature)  affinity  between 


94 


APPLIED   BUSINESS  ENGLISH 


agree  with  (a  person) 
agree  to  (a  proposal) 

agree  upon  (a  course) 

appropriate  to  (ourselves) 

appropriate  for  (a  charity) 

appropriate  from  (an  author) 

attend  to   (listen) 

attend  upon  (wait) 

bestow  upon    (persons) 

bestow  in  (places) 

bathe  in  (sea) 

bathe  for  (cleanliness) 

bathe  with   (water) 

comply  with 

conform  to  (in  conformity  with  or  to) 

convenient  to   (a  person) 

convenient  for  (a  purpose) 

conversant  with 

correspond  to  or  with   (a  thing) 

correspond  with   (a  person) 

confer  on   (give  to) 

confer  with  (talk  to) 

confide  in  (place  confidence  in) 

confide  to  (entrust  to) 

dependent  on   (but  independent  of) 

derogatory  to 


differ  from  or  with  (in  opinion) 
differ  from  (in  likeness) 
disappointed  of   (what  we  cannot  get) 
disappointed  in   (what  we  have  got) 
employed  at    (a  stipulated  salary) 
employed  in,  on,  or  upon  (a  work  or  busi- 
ness) 
employ  for  (a  purpose) 
enter  into   (agreements) 
enter  upon   (duties) 
enter  in  (a  record) 
enter  at  (a  given  point) 
exception  from  (a  rule) 
exception  to  (a  statement) 
familiarize  to   (scenes) 
familiarize  with    (a  business) 
martyr  for   (a  cause) 
martyr  to  (a  disease) 
need  of  or  for 
part   from    (friend) 
part  with   (money) 
profit  by 

reconcile  to   (friend) 
reconcile  with  (condition) 
taste  of   (food) 
a  taste  for  (art) 
thirst  for  or  after   (knowledge) 


Redundant  Prepositions 

Do  not  use  prepositions  that  are  not  needed  ;  as,  "Where  are  you  going 
tof      "Where  are  you  atf      "I  cannot  hoXpfrom  admiring  him." 

COMMON  ERRORS  IN  THE  USE  OF  PREPOSITIONS 


DON  T  SAY  :  SAY  ; 

I  shall  see  you  during  the  w^eek.  I  shall  see  you  sometime  within  the 

week. 
I  do  not  approve  of  his  conduct.  I  do  not  approve  his  conduct. 

Are  you  angry  a^  me?  Are  you  angry  with  me? 

He   fell  from   off  the  bridge  in   the     He  fell  from  the  bridge  into  the  water 
water. 

"Into"  signifies  motion  from  without  to  within.    It  is  correct,  however,  to  say,  "He 
fell  in  love." 


APPLIED   BUSINESS  ENGLISH  95 

don't  say:  say: 

He    entered    the    room    accompanied  He  entered  the  room  accompanied  by 

with  his  father.  his  father. 

The    banquet    was    followed    with    a  The  banquet  was  followed  by  a  dance. 

Mance. 

I  shall  be  glad  to  accept  of  your  hos-  I  shall  be  glad  to  accept  your  hospi- 

pitality.  tality. 

He  boasted  about  his  great  learning.  He  boasted  of  his  great  learning. 

The  water  ran  all  over  the  street.  The  water  ran  over  all  the  street. 

He  cut  the  stick  into.  He  cut  the  stick  in  two. 

Get  on  to  the  train.  Get  on  the  train. 

While  the  words  "on  to"  and  "onto"  have  been  used  by  some  recent  writers,  they 
should  be  avoided. 

We  shall  call  upon  you  in  the  near  We  shall  call  on  you  in  the  near  fu- 

future.  ture. 

We  shall  depend  upon  you  to  do  the  We  shall  depend  on  you  to  do  the 

work.  work. 

He  put  his  hat  on  his  head.  He  put  his  hat  upon  his  head. 

"Upon"  implies  superposition. 

He  died  with  the  smallpox.  He  died  of  smallpox. 

Divide  the  money  betzveen  the  three  Divide   the  money   among  the   three 

boys.  boys. 
"Between"  expresses  relation  between  two  objects. 


APPLIED   BUSINESS  ENGLISH  97 


Name Grade 

EXERCISE  30 

Draw  one  line  under  the  antecedent  and  two  lines  under  the  object  of  the 
prepositions  in  the  following  sentences  :  (Deduct  two  per  cent  for  each  error.) 

1.  This  fruit  came  from  across  the  sea. 

2.  I  will  stay  until  after  supper. 

3.  The  man  fell  from  the  roof  to  the  ground. 

4.  The  city  is  ten  miles  from  here. 

5.  He  pleaded  in  vain  for  his  life. 

6.  I  shall  ask  him  about  what  he  saw. 

7.  They  passed  by  me  and  went  into  the  house. 

8.  The  ground  is  white  with  snow. 

9.  This  is  enough  for  me. 

10.  \Vc  build  the  ladder  by  which  we  rise, 
From  the  lowly  earth  to  the  vaulted  skies, 
And  we  mount  to  the  summit  round  by  round. 

11.  At  midnight,  in  his  guarded  tent, 

The  Turk  lay  dreaming  of  the  hour 
When  Greece,  her  knee  in  suppHance  bent. 
Should  tremble  at  his  power. 


Name Grade 

EXERCISE  31 

Strike  out  the  redundant  prepositions : 

(Deduct  eight  per  cent  for  each  error.) 

1.  He  met  a  girl  of  about  ten  years  of  age. 

2.  Napoleon  stood  pondering  upon  what  he  should  do. 

3.  They  went  on  to  the  train. 

4.  Look  out  of  the  door. 

5.  A  workman  fell  off  of  the  roof. 

6  We  must  examine  into  this  statement  more  carefully. 

7.  That  child  copies  after  her  teacher. 

8.  Where  is  she  at  ? 

9.  Where  are  you  going  to? 

10.  He  is  a  young  man  of  from  twenty  to  twenty-six  years  of  age. 

11.  Here,  John,  smell  of  this  rose. 

12.  Did  you  taste  of  the  food? 


APPLIED   BUSINESS  ENGLISH  99 


Name Grade 

EXERCISE  32 

Insert  the  proper  preposition  in  each  blank  space  in  the  following  sen- 
tences :  (Deduct  two  per  cent  for  each  error.) 

1.  The  father  is  reconciled his  son. 

2.  The  valiant  never  taste death  but  once. 

3.  They  will  acquit  him stealing. 

4.  The  teacher  had  an  abhorrence cheating. 

5.  This  composition  was  adapted  this  purpose. 

6.  He  was  adapted  his  position. 

7.  The  machine  was  adapted this  purpose. 

8.  He  will  be  absolved this  crime. 

9.  The  boy  was accord his  instructor. 

10.  We  will  appropriate  ourselves  this  money. 

11.  The  Mayor  appropriated  a  large  sum the  small  park. 

12.  Mr.  Carnegie  will  bestow  millions worthy  boys  who  desire  an  education. 

13.  He  has  bestowed  large  sums Pittsburg. 

14.  I  will  attend  carefully the  lecture. 

15.  I  will  attend the  king. 

16.  This  date  corresponds the  previous  one. 

17.  I  correspond her. 

18.  The  committee  will  confer him  a  gold  medal. 

19.  The  general  will  confer the  emperor. 

20.  The  child  will  confide her  mother. 

21.  I  will  confide  the  purse you. 

22.  He  entered business any  capital. 

23.  The  attorney  will  take  an  exception the  ruling the  court. 

24.  You  should  familiarize  yourself the  business. 

25.  He  died  a  martyr his  country. 

26.  I  have  great  need the  money. 

27.  He  would  rather  part his  friends  than his  money. 

28.  We  should  profit  the  mistakes  of  others. 

29.  The  mother  is  dependent  her  son  support. 

30.  The  report  was  derogatory his  advancement. 

31.  This  apple  differs that  one. 

32.  I  differ  you  on  these  questions. 

33.  We  were  disappointed the  play. 

34.  I  am  employed a  large  salary. 

35.  I  shall  enter  my  duties  next  Monday. 

36.  There  is  close  affinity the  substances. 

37.  I  cannot  agree you the  subject. 

38.  Did  you  agree a  plan  of  action  ? 

[over] 


100  APPLIED   BUSINESS  ENGLISH 

Z9.  A  person  should  bathe  water  daily. 

40.  Please  comply our  request. 

41.  If  you  wish  to  conform our  custom,  we  will  ship  you  the  goods. 

42.  He  is  conversant the  law. 

43.  The  butter  tastes brass. 

44.  I  am  studying  shorthand  with  a  view teaching  it. 


APPLIED   BUSINESS   ENGLISH  101 

LESSON  XVII 


MODIFICATIONS  OF  NOUNS  AND  PRONOUNS— NUMBER 
Modifications  of  the  parts  of  speech  are  changes  in  their  form,  meaning, 
and  use. 

Nouns  and  pronouns  are  modified  for  number,  person,  gender  and  case. 

Number 
Number  is   that  modification   of  the  noun  or  pronoun     that     denotes 
whether  one  or  more  than  one  object  is  meant;   as,  hoy,  hoys;   man,  men;   I, 
wc;   he  or  she,  they. 

Rules  for  Forming  Plural  of  Nouns 

1.  Most  nouns  form  their  plurals  by  adding  s  or  cs  to  the  singular  form; 
as,  book,  hooks;   table,  tables;  fox,  foxes;   church,  churches. 

2.  Nouns  ending  in  y  preceded  by  a  consonant  form  their  plurals  by 
dropping  y  and  adding  ics;   as,  lady,  ladies;   city,  cities. 

3.  Nouns  ending  in  y  preceded  by  a  vowel  add  j  only;  as,  boy,  boys; 
monkey,  monkeys. 

4.  Nouns  ending  in  o  preceded  by  a  vowel  add  s  only ;  as,  folio,  folios; 
cameo,  cameos. 

5.  Nouns  ending  in  o  preceded  by  a  consonant  usually  add  s,  but  some- 
times es;  as,  piano,  pianos;  potato,  potatoes. 

6.  Some  nouns  ending  in  /  or  fe  drop  the  /  and  add  ves;  others  are 
regular;   as,  self,  selves;   knife,  knives;  gulf,  gulfs. 

7.  Letters,  marks,  and  signs  form  their  plurals  by  adding  an  apostropiie 
and  s;  as,  2's;  x's;   t's. 

8.  Compound  nouns  pluralize  the  base ;  as,  step-son,  step-sons;  brother- 
in-lazu,  brothers-in-law. 

9.  Compounds  of  "man"  form  their  plurals  by  changing  "man"  to  "men." 
This  rule  does  not  include  "Mussulman,"  "German,"  "cayman,"  and  *'talis- 
man,"  as  they  are  not  compounds  of  "man." 

10.  The  nouns  "spoonful,"  "cupful,"  etc.,  form  their  plurals  by  adding 
s,  as  in  the  case  of  "pint,"  "quart,"  etc.  Note  that  to  add  s  to  "spoon"  and 
"cup"  would  give  to  the  words  different  meanings. 

11.  Complex  nouns  sometimes  pluralize  the  title  and  sometimes  the  name. 
The  following  forms  arc  correct : 

SINGULAR  PLURAL 

Mr.  Foote  Messrs.  Foote,  or  The  two  Mr.  Footes 

Dr.  Green  Drs.  Green,  or  The  two  Dr.  Greens 

Miss  White  Misses  White,  or  The  two  Miss  Whites 


102 


APPLIED   BUSINESS  ENGLISH 


12.  A  great  many  nouns  form  their  plurals  irregularly ;  as  mouse,  mice; 
man,  men. 

13.  Some  nouns  have  double  plurals;   as: 


(bricks    (indivi 
brick  (collecti 


duals) 
(collective) 


brother 


brothers  (by  blood) 
brethren  (of  some  society) 


14.  Some  nouns  and  pronouns  have  the  same  form  in  both  numbers ;  as, 
who  corps  perch 

which  gross  species 

what  grouse  swine 

that  moose  vermin 

deer  series  pains  (care — usually  singular) 

amends  sheep  politics  (usually  singular) 

links   (in  golf)  salmon  odds 

15.  When  used  with  numerals,  the  following  nouns  usually  have  the 
same  form  in  both  numbers;  otherwise  they  add  s: 

couple  yoke 

dozen  hundred 

pair  thousand 

score  cannon 


acoustics 
mathematics 
statistics  (science) 
ethics 


16.  The  following  nouns  are  always  singular : 
milk  measles   (disease)        means    (instrument) 
news  molasses  civics 
goodness                        grammar  economics 
gallows                           music                              phonetics 

Observation. — The  names  of  other  sciences  ending  in  ics  also  come  under  this  ruling. 
Note. — "Athletics/'  "calisthenics,"  "gymnastics,"  are  more  frequently  plural  than  sin- 
gular, because  each  is  commonly  understood  to  include  several  sports  or  exercises. — Hill. 

17.  The  following  nouns  are  always  plural: 


ashes 

proceeds 

suds 

tidings 

pincers 

riches 

billiards 

tweezers 

nuptials 

wages 

tongs 

paraphernalia 

assets 

bellows 

victuals 

bitters 

scissors 

greens 

vitals 

shears 

oats 

cattle 

hose 

matins 

eaves 

trousers 

statistics  (facts) 

thanks 

clothes 

means  (income) 

mumps 

breeches 

goods  (property) 

manners 

draughts 

alms  (originally  singular) 

archives 

dregs 

measles  (larvae) 

APPLIED   BUSINESS  ENGLISH  103 


Name Grade . 

EXERCISE  33 


Form  the  plurals  of  the  nouns  in  the  following  list : 

(Deduct  one  and  three-fourths  per  cent  for  each  error.) 

gulf candy majority 

lady sash whiff 

match beef sirocco 

fairy 2 layman 

dwarf staff lily 

proof watch spoonful 

cupful peck pint 

valley canto penalty 

wife ally roach 

octavo cameo memento 

duty company chimney 

i scarf calico 

reef tornado penny 

domino city buffalo 

madam trolley theory 

bunch belief entry 

folio donkey loaf 

t hero index 

grief daisy trio 

life hoof patch 

journey wharf glass 

fly cherry potato 

study motto story 

mosquito mystery portico 

glory negro sympathy 


APPLIED   BUSINESS  ENGLISH  105 


Name Grade, 

EXERCISE  34 


Form  the  plurals  of  the  nouns  in  the  following  list : 

(Deduct  one  and  three-fourths  per  cent  for  each  error.) 


jockey country thief 

embargo quality piano 

monkey money grotto 

halo banjo circus 

colony cognomen volcano 

turkey roof courtesy 

inch reproof chief 

cayman industry belfry 

beauty x lasso * 

fish elf quarto 

brief solo cargo 

leaf mouse foot 

Miss society century 

chorus sherry brandy 

fancy Mr library 

handkerchief son-in-law coachman 

Englishman attorney-at-law Dutchman 

workman Frenchman brigadier-general . 

hanger-on court-martial billet-doux 

Mussulman German churchman 

Ottoman attorney-general countryman 

goose-quill lord-justice aid-de-camp 

man-of-war sister-in-law knight-templar. . . 

talisman man-servant lord-lieutenant. . . 

adjutant-general woman-clerk lieutenant-colonel . 


N 


APPLIED   BUSINESS  ENGLISH  107 


Name Grade 

EXERCISE  35 

Use  appropriate  verbs  in  each  of  the  following  blank  spaces,  and  strike  out 
the  incorrect  word  where  two  forms  are  given. 

(Deduct  two  per  cent  for  each  error.) 

1.  The  sheep in  the  pasture. 

2.  His  means not  sufficient  to  j testify  his  expenditures. 

3.  By  this,  these  means  I  hope  to  do  the  work. 

4.  The  goods to  be  sold. 

5.  What your  politics? 

6.  There  are  forty  couple,  couples  on  the  floor. 

7.  Send  me  two  pair,  pairs  of  shoes. 

8.  Good  news  always  welcome. 

9.  The  molasses sweet. 

10.  Grammar an  interesting  study. 

11.  Mathematics difficult  for  me. 

12.  His  wages :  not  sufficient  to  justify  his  expenditures. 

13.  Measles a  dangerous  disease. 

14.  His  clothes  well  brushed. 

15.  What  the  tidings  ? 

16.  The  ashes in  the  stove. 

17.  Ashes a  plural  noun. 

18.  He  never  learned  what  good  manners 

19.  The  man's  means soon  exhausted. 

20.  What the  assets  of  the  company? 


APPLIED   BUSINESS  ENGLISH 


109 


LESSON  XVIII 


NUMBER  (Continued) 
Foreign  Nouns 

Many  nouns  of  foreign  origin  have  been  introduced  into  the  EngHsh  lan- 
guage. Some  of  them  have  been  given  English  plurals,  others  still  retain 
their  foreign  plurals.  The  student  should  learn  the  meaning  and  application 
of  each  word  in  the  following  list,  as  well  as  all  the  different  forms: 

SINGULAR 

alumnus  (masc.) 

alumna  (fcm.) 

arena 

fibula 

formula 

larva 

nebula 

vertebra 

dogma 

amanuensis 

analysis 

antithesis 

axis 

basis 

crisis 

ellipsis 

hypothesis 

metamorphosis 

oasis 

thesis 

parenthesis 

synopsis 

synthesis 

focus 

fungus 

hippopotamus 

radius 

nucleus 

prospectus 

stimulus 

t*;rminus 

criterion 

desideratum 

erratum 


FOREIGN  PLURAL 

ENGLISH  PLURAL 

alumni 

alumnae 

arenae 

arenas 

fibulae 

formulae 

formulas 

larvae 

larvas 

nebulae 

vertebrae 

dogmata 

dogmas 

amanuenses 

analyses 

antitheses 

axes 

bases 

crises 

ellipses 

hypotheses 

metamorphoses 

oases 

theses 

parentheses 

synopses 

syntheses 

foci 

focuses 

fungi 

funguses 

hippopotami 

hippopotamuses 

radii 

radiuses 

nuclei 

nucleuses 

prospectuses 

stimuli 

termini 

criteria 

criterions 

desiderata 

errata 

no 


APPLIED  BUSINESS  ENGLISH 


SINGULAR 

gymnasium 

medium 

memorandum 

phenomenon 

rostrum 

stratum 

index 

vortex 

matrix 

bandit 

beau 

cherub 

madame 

monsieur 

Mr. 

seraph 

stamen 


FOREIGN  PLURAL 

gymnasia 

media 

memoranda 

phenomena 

rostra 

strata 

indices 

vortices 

matrices 

banditti 

beaux 

cherubim 

mesdames 

messieurs 

Messrs. 

seraphim 

stamina 


ENGLISH  PLURAL 

gymnasiums 

mediums 

memorandums 

rostrums 
stratums 
indexes 
vortexes 

bandits 

beaus 

cherubs 


seraphs 
stamens 


APPLIED   BUSINESS  ENGLISH  111 


Name Grade. 

EXERCISE  36 


Write  each  of  the  following  words  in  sentences  to  show  their  meaning: 
Desiderata,  memoranda,  beau,  thesis,  strata,  seraph,  data,  errata,  synopsis,  alumnus, 
radius,  amanuensis,  analysis,  axis,  basis,  ellipsis,  hypothesis,  oasis,  synthesis,  parenthesis. 

(Deduct  five  per  cent  for  each  error.) 

1 


9. 


10. 


[over] 


112  APPLIED   BUSINESS  ENGLISH 


11. 


12. 


13. 


14. 


15. 


16. 


17. 


18. 


19. 


20. 


APPLIED   BUSINESS   ENGLISH 


113 


Name. 


Grade . 


EXERCISE  37 

The  teacher  should  give  twenty-five  of  the  foreign  nouns  as  a  spelling 
lesson.    The  pupil  should  write  the  plural  forms. 

(Deduct  two  per  cent  for  each  error.) 


Singular 


1. 

2. 

3. 

4. 

5. 

6. 

7. 

8. 

9. 
10. 
11. 
12. 
13. 
14. 
15. 
16. 
17. 
18. 
19. 
20. 
21. 
22. 
23. 
24. 
25. 


Foreign  Plural 


English  Plural 


APPLIED   BUSINESS  ENGLISH  115 

LESSON  XIX 


PERSON  AND  GENDER 

Person 

Person  is  that  modification  of  the  noun  or  pronoun  that  denotes  the 
speaker,  the  person  spoken  to,  or  the  person  or  thing  spoken  of. 

1.  The  first  person  denotes  the  person  speaking;  as,  "I  am  here."  "I, 
John,  am  here." 

2.  The  second  person  denotes  the  speaker  spoken  to;  as,  "You  may  go." 
"John,  you  may  go." 

3.  The  third  person  denotes  the  person  or  thing  spoken  of;  as,  "She 
may  go."    "He  may  go."    "John  may  go." 

Observation. — Note  that  the  person  of  the  noun  John  is  indicated  by  its  use  in  the 
sentence,  and  that  the  person  of  the  pronoun  is  indicated  by  a  change  in  form. 

Gender 

Gender  is  that  modification  of  a  noun  or  pronoun  that  denotes  the  sex 
of  the  object  named. 

The  masculine  gender  denotes  the  male  sex ;  as,  man,  actor,  Mr.  Smith, 
he,  him. 

The  feminine  gender  denotes  the  female  sex;  as,  zvoman,  actress.  Miss 
Jones,  she,  her. 

The  common  gender  denotes  either  sex;  as,  children,  parent,  persons, 
they,  us. 

The  neuter  gender  denotes  want  of  sex;  as,  tree,  box,  home,  street,  it, 
them. 

Caution. — The  student  should  not  confuse  gender  with  sex.  'Remember  that  sex  is  a 
characteristic  belonging  to  some  objects,  and  that  gender  is  a  modification  belonging  to  all 
nouns  and  pronouns. 

Ways  of  Distinguishing  Gender 

Nouns  distinguish  the  sex  of  the  objects  they  represent  in  three  ways: 
1.     By  different  words : 

MASCULINE  FEMININE  MASCULINE  FEMININE 

man  woman  sir  madam 

father  mother  gander  goose 

uncle  aunt  brother  sister 


116 


APPLIED   BUSINESS  ENGLISH 


2.     By  prefixes  and  suffixes: 

MASCULINE 

FEMININE 

man-servant 

maid-servant 

he-goat 

she-goat 

salesman 

saleswoman 

3.     By  different  endings  : 

MASCULINE                            FEMININE 

MASCULINE 

FEMININE 

actor                              actress 

prince 

princess 

host                                 hostess 

lion 

lioness 

executor                         executrix 

hero 

heroine 

Forms  in  "Ess" 

While  it  is  perfectly  correct,  grammatically,  to  form  the  feminine  gender 
by  the  addition  of  ess,  the  tendency  of  the  present  day  is  to  use  the  words 
"author,"  "doctor,"  "poet,"  "editor,"  "instructor,"  and  a  few  others  to  denote 
persons  of  either  sex. 

Gender  of  Personified  Nouns 

We  often  consider  the  names  of  animals  and  personified  objects  as  mas- 
culine or  feminine  without  regard  to  sex,  according  to  the  characteristics  the 
animals  or  objects  are  supposed  to  possess;  as,  "The  lion  shook  the  cage  with 
his  roars."  "The  cat  placed  her  paw  upon  the  mouse."  "The  sun  shone  in 
all  his  glory."  "The  moon  unveil'd  her  peerless  light." — Milton.  "The  ship 
lost  her  rudder." 

When  a  singular  subject  is  used  to  imply  persons  of  both  sexes  we  use 
the  masculine  gender ;  as,  "Everybody  presented  his  ticket  at  the  door." 

Note. — The  absence  of  a  personal  pronoun  of  common  gender  in  English  makes  it 
difficult  to  observe  this  rule  where  both  sexes  are  involved.  Any  one,  everybody,  etc.,  may 
be  used  for  either  man  or  woman ;   but  he  is  masculine,  she  feminine.    Hence  the  difficulty 

in  such  sentences  as  this :    "Every  boy  and  girl  paid dime  cheerfully."     What 

pronoun  shall  be  used  before  "dime"  ?  Not  his,  because  that  excludes  the  girls ;  nor  her, 
because  that  excludes  the  boys.  The  strict  logical  construction  demands  both,  his  or  her. 
But  this  is  cumbersome  and  sounds  awkward.  The  plural  pronoun  is  used  in  such  sen- 
tences by  many  good  speakers  and  writers :  "Every  boy  and  girl  paid  their  dime." — Allen's 
School  Grammar  of  the  English  Language.  , 

Gender  of  Collective  Nouns 

A  collective  noun  is  in  the  neuter  gender  unless  the  individuals  composing 
it  are  meant;  as,  "The  jury  returned  its  verdict  dfter  midnight." 

Agreement  with  Antecedent 

A  pronoun  agrees  with  its  antecedent  in  person,  number  and  gender;  as, 
"Many  a  man  looks  back  on  the  days  of  his  youth  with  melancholy  regret." 


APPLIED  BUSINESS  ENGLISH 


117 


Name. 


Grade . 


EXERCISE  38 


Write  the  feminine  forms  to  the  following  masculine  nouns : 

(Deduct  two  per  cent  for  each  error.) 


MASCULINE 

gentlemen 

male 

monk 

negro 

nephew 

son 

administrator 

count 

Jew 

prince 

beau 

tiger 

youth 

emperor 

brother 

hart 

sorcerer 

husband 

wizard 

baron 

executor 

heir 

host 

peer 

suUan 


FEMININE 


MASCULINE 

sir 

widower 

bachelor 

bridegroom 

earl 

duke 

lad 

Mr. 

Francis 

Jesse 

Louis 

drake 

lord 

hero 

man-servant 

he-bear 

cock-sparrow 

marquis 

author 

waiter 

poet 

editor 

god 

instructor 

proprietor 


FEMININE 


APPLIED   BUSINESS  ENGLISH  119 


Name Grade. 

EXERCISE  39 


Use  appropriate  pronouns  in  each  of  the  following  blank  spaces : 

(Deduct  four  per  cent  for  each   error.) 

1.  No  man  or  woman  is  allowed  to  leave wraps  in  the  office. 

2.  If  a  boy  or  girl  be  absent should  bring  an  excuse  from  home  next  day. 

3.  If  an  employee  wishes  a  holiday should  get  a  permit  from  the  office. 

4.  Everybody  should  work  for  own  success. 

5.  Each  member  of  the  class  is  required  to  furnish own  book. 

6.  To  him  who  in  the  love  of  nature  holds  communion  with   visible  forms, 

speaks  a  various  language. 

7.  And  Belgium's  capital  had  gathered  there beauty  and  '. chivalry. 

8.  The  moon  threw soft  beams  upon  the  earth. 

9.  The  dog  showed teeth  and  growled. 

10.  Earth,  with thousand  voices,  praises  God. 

11.  The  eagle  soars  above  nest. 

12.  The  committee  submitted report  to-day. 

13.  The  company  has  declared first  annual  dividend. 

14.  Congress  redeemed by  passing  the  measure. 

15.  The  army  swept  everything  before 

16.  Each  one  sees own  heart. 

17.  Every  one  has day  from  which dates. 

18.  You  can  commit  no  greater  folly  than  to  sit  by  the  roadside  until  some  one  comes 

along  and  invites  you  to  ride  with to  wealth  or  influence. 

19.  I  like  to  see  a  person  who  knows  own  mind  and  sticks  to  it. 

20.  Every  one  should  have life  insured. 

21.  Each  had place  appointed,  each  course. 

22.  An  applicant  generally  shows  by   application  whether   has  a 

common  school  education. 

23.  No  one  is  to  cut  prices  on  books. 

24.  Everybody  presented  ticket  at  the  gate. 

25.  In  case  you   return  the  goods  you   will   oblige  us  by   sending  the  original  paper 

along  with  


APPLIED   BUSINESS  ENGLISH  121 

LESSON  XX 


CASE 


Case  is  that  modification  of  a  noun  or  pronoun  that  denotes  its  relation 
in  sense  to  other  words  in  the  sentence. 

There  are  three  cases :  the  nominative,  the  objective,  and  the  possessive. 

Nominative  Dependent  Case 

A  noun  or  pronoun  used  as  the  subject  or  complement  of  a  finite  verb  is 
in  the  nominative  dependent  case;  as,  "Roosevelt  is  president."  "It  is  I." 
"Who  was  sher 

Nominative  Independent  Case 

A  noun  or  pronoun  used  independently  is  in  the  nominative  independent 
case;  as,  "An  American!  and  disloyal  to  the  human  race!"  "Gad,  a  troop 
shall  overcome  him."    "The  Daily  Nezvs." 

Objective  Case 

A  noun  or  pronoun  used  as  the  object  of  a  transitive  verb  or  of  a  prep- 
osition is  in  the  objective  case;  as,  "DeSoto  discovered  the  Mississippi  river." 
"Florida  was  ceded  to  the  United  States  by  Spain."  "We  saw  him  give  the 
book  to  her."    "Whom  do  you  see?" 

Possessive  Case 

A  noun  or  pronoun  used  as  a  possessive  modifier  is  in  the  possessive  case ; 
as,  "A  boy's  best  friend  is  his  mother."  "I  read  Cullum,  the  senator's, speech." 
"My  country  'tis  of  thee."    "The  ship  is  ours." 

Complement 

A  complement  is  any  word  that  completes  the  meaning  of  an  incomplete 
verb.  A  noun,  pronoun,  or  adjective  that  completes  the  meaning  of  a  copula- 
tive verb  is  called  the  predicate  complement.  A  noun  or  pronoun  that  com- 
pletes the  meaning  of  a  transitive  verb  is  called  the  objective  complement. 
A  noun  or  adjective  that  denotes  the  result  of  the  verb's  action  upon  the  direct 
object  of  the  verb  is  called  the  resultant  or  factitive  complement. 

ILLUSTRATIONS 


Predicate     or     Attribu- 
tive Complements 


Roosevelt  is  president  (noun). 
It  is  /  (pronoun). 
Who  is  it  (interrogative  pronoun)  ? 
The  wind  is  cold  (adjective). 


122  APPLIED   BUSINESS  ENGLISH 

Object  or  Objective         f  Columbus  discovered  America  (noun). 
Complements  (^  No  aid  could  reach  him  (pronoun). 

Resultant    or    Factitive  f  They  made  Victoria  queen  (noun). 
Complements  |  They  painted  the  fence  green  (adjective). 

Observation. — In  the  sentence,  "They  made  Victoria  queen,"  "Victoria"  is  not  the 
object  of  "made,"  but  of  the  whole  verb-notion  "made  queen"  (crowned)  ;  or,  in  other 
words,  "They  crowned  Victoria."    Both  "Victoria"  and  "queen"  are  in  the  objective  case. 

Indirect  Object 

The  verbs  "ask,"  "give,"  "teach,"  and  a  few  others,  are  sometimes  fol- 
lowed by  two  objects;  as,  "I  asked  (of)  him  his  name."  "I  gave  (to)  him 
a  book."  "I  teach  (to)  him  shorthand."  "Him"  in  the  foregoing  sentences 
is  sometimes  termed  the  indirect  object,  but  it  is  better  to  parse  such  words 
as  the  object  of  the  preposition  understood. 

Subject  of  Infinitive 

The  subject  of  an  infinitive  is  in  the  objective  case  when  it  is  not  also  the 
subject  of  the  finite  verb  on  which  the  infinitive  depends;  as,  "She  wants  to 
learn."  "She  wants  me  to  learn."  In  the  first  sentence  "she"  is  the  subject 
of  both  the  finite  verb  "wants"  and  the  infinitive  "to  learn ;"  hence  it  is  in  the 
nominative  case.  In  the  second  sentence  "she"  is  the  subject  of  the  finite  verb 
"wants"  and  is  in  the  nominative  case.  "Me"  is  the  subject  of  the  infinitive, 
and  is  in  the  objective  case. 

Case  of  Complemfnt 

The  complement  of  a  copulative  verb  is  always  in  the  same  case  as  the 
subject,  except  when  the  subject  of  a  copulative  participle  is  possessive;  in 
that  case  the  complement  is  nominative. 

Observation. — The  nominative  and  the  objective  case  of  nouns  and  of  the  pronouns 
"it,"  "you,"  "that,"  "which,"  and  "what,"  are  indicated  by  their  use  in  the  sentence  and  not 
by  their  form,  as  will  be  seen  by  the  following  declension. 

Declension 

Declension  is  the  arrangement  of  nouns  and  pronouns  to  show  their 
various  modifications. 

Most  nouns  are  inflected  to  show  difference  of  number  and  case,  and  those 
of  the  third  person  to  show  difference  of  gender. 


APPLIED   BUSINESS  ENGLISH 


123 


Declension  of  the  Personal  Pronouns 


SINGULAR 

Nom.    I 

Poss.    my,  mine 

Obj.     me 

Nom.    thou 
Poss.    thy,  thine 
Obj.    thee 

Masc.  Fern. 

Nom.    he  she 

Poss.    his  her,  hers 

Obj.     him  her 


First  Person  Forms 


Second  Person  Forms 


Third  Person  Forms 


Neut. 
it 
its 
it 


PLURAL 

we 

our,  ours 

us 

ye,  you 
your,  yours 
you 


they 

their,  theirs 
them 


Note. — The  forms  mine,  thine,  ours,  yours,  theirs,  and  sometimes  his  and  hers, 
though  possessive  in  form,  have  come  to  be  used  only  in  the  nominative  and  objective 
cases.  They  are  in  reality  substitutes  for  a  noun  and  its  possessive  modifier.  This  book 
is  mine.    Yours  is  larger.    Do  you  like  this  hat  of  miyie? — Maxwell's  Grammar, 


Compound  Personal  Pronouns 

Compound  personals  are  formed  by  the  addition  of  "self"  or  "selves,' 
and  are  declined  as  follows : 

First  Person  Forms 

SINGULAR  PLURAL 

Nom.  and  Obj.  myself  ourselves 

Second  Person  Forms 

Nom.  and  Ohj.  thyself,  yourself  yourselves 

Third  Person  Forms 


Masc.  Fein.  Neut. 

Nom.  and  Obj.       himself  herself  itself 


themselves 


Nominative 
who 

whoever 
whosoever 


Declension  of  the  Relative  Pronouns 
Simple  Relative  Forms 


Possessive 

Objective 

whose 

whom 

Compound  Relative  Forms 

whomever 

whosesoever 

whomsoevei 

124  APPLIED   BUSINESS  ENGLISH 

Declension  of  Nouns 

SINGULAR  PLURAL 

Nom.  and  Obj.  boy  boys 

Possessive  boy's  boys' 

Observation. — Observe  that  only  personal  pronouns  have  two  number  forms,  and  that 
no  distinction  is  made  for  gender  except  in  the  personal  pronouns,  third  person,  singular 
number. 

The  adjective  pronouns  are  not  declined,  as  most  of  them  have  but  one 
form. 

"One"'  and  its  compounds — "other,"  "another,"  "either,"  and  "neither"  — 
have  possessive  forms;  as,  "One's  business,"  "Another's  work."  "One"  also 
has  a  phiral,  "ones."  "None"  is  usually  singular,  but  is  sometimes  used  with 
a  plural  verb;   as,  "None  of  us  ivcre  old  enough." 

"Each,"  "either,"  and  "neither"  are  always  singular;  as,  "Each  of  the 
boys  is  decorated  with  a  medal."  "Either  of  them  is  all  right."  "Neither  of 
the  children  zuishes  to  go." 


APPLIED   BUSINESS  ENGLISH  125 


Name Grade . 

EXERCISE  40 


1.  Write  a  sentence  containing  a  noun  and  one  containing  a  pronoun  in  the 

nominative  dependent  ease. 

2.  Write  a  sentence  containing  a  noun  and  one  containing  a  pronoun  in  the 

nominative  independent  ease. 

3.  Write  a  sentence  containing  a  noun  and  one  containing  a  pronoun  in  the 

objective  case. 

4.  Write  a  sentence  containing  a  noun  and  one  containing  a  pronoun  in  the 

possessive  case. 

5.  Write  a  sentence  containing  a  noun,  one  containing  a  pronoun,  and  one  con- 

taining an  adjective  used  as  a  predicate  complement. 

6.  Write  a  sentence  containing  a  noun  and  one  containing  a  pronoun  used  as 

an  objective  complement. 

7.  Write  a  sentence  containing  a  noun  and  one  containing  an  adjective  used  as 

a  resultant  complement. 

(Deduct  six  and  two-thirds  per  cent  for  each  error.) 

1 

2 

3 

4 

5 

6 

7 

8 

9 

10 

11.  •  

\1 

[ovr.R] 


126  APPLIED   BUSINESS  ENGLISH 

13 

14 

IS 


APPLIED  BUSINESS  ENGLISH  127 

LESSON  XXI 


CASE  (continued) 

.  Nominative  Case  Constructions 
A  noun  or  pronoun  may  be  in  the  nominative  case  as : 

Dependent  Constructions 

1.  Subject  of  the  finite  verb: 

John  and  /  study  grammar. 

2.  Complement  of  the  finite  copula : 

He  is  a  viusician.    It  is  /. 

3.  Subject  of  infinitive: 

Mr.  Cannon  is  to  be  speaker  of  the  house. 
He  is  to  be  speaker  of  the  house. 

4.  Complement  of  the  infinitive  whose  subject  is  nominative: 

Mr.  Cannon  is  to  be  speaker  of  the  house. 

I  was  thought  to  be  he.  , 

5.  Complement  of  the  copulative  participle  whose  subject  is  possessive! 

His  being  judge  should  not  excuse  him. 
Its  being  he  should  make  no  difiference. 

6.  In  apposition : 

Time,  the  tomb-builder,  holds  his  fierce  career. 

Independent  Constructions 

7.  By  direct  address: 

Gentlemen,  you  will  please  come  to  order. 

8.  Absolutely  with  a  participle : 

The  speaker  having  come,  we  proceeded  with  the  program. 
He  being  gone,  she  was  left  to  her  own  devices. 

9.  By  pleonasm : 

Gad,  a  troop  shall  overcome  him. 

10.  By  inscription : 

The  Chicago  Tribune. 

11.  By  exclamation : 

Goodness! 

Objective  Case  Constructions 

A  noun  or  pronoun  may  be  in  the  objective  case  as : 

1.  Object  of  transitive  verb: 

Columbus  discovered  America. 
We  could  not  reach  him. 

2.  Object  of  preposition  : 

Canst  thou  name  me  the  three  greatest  of  our  kings? 
A  comrade  stood  beside  him. 


128  APPLIED   BUSINESS  ENGLISH 

3.  Subject  of  infinitive: 

I  wished  the  man  to  leave  me. 
I  wished  him  to  leave  me. 

4.  Complement  of  infinitive  whose  subject  is  objective: 

I  thought  him  to  be  a  mau. 
They  thought  him  to  be  me. 

5.  In  apposition : 

We  saw  Roosevelt,  the  president. 

6.  Object  of  a  participle: 

They  came  bringing  their  cliildren  with  them. 
I  was  afraid  of  confusing  him. 

Possessive  Case  Constructions 

A  noun  or  pronoun  may  be  in  the  possesshc  case  as : 

1.  Limiting  a  noun  of  the  same  signification  : 

He  bought  the  book  at  McCltirg's  the  bookseller's. 

2.  Limiting  a  noun  of  different  signification : 

Henry's  book.    His  book. 

3.  Subject  of  a  participial  noun  in  a  dependent  construction: 

His  coming  was  anticipated. 

The  man's  being  a  judge  should  not  excuse  him. 

Rules  for  Forming  Possessive  Case  of  Nouns 

1.     To  form  the  possessive  singular  of  nouns,  add  the  apostrophe  and  s.       / 

exception 

There  is  some  authority  for  dropping  the  .v  in  a  few  long  words  where 
the  additional  ^  would  produce  a  disagreeable  sound.  Some  of  our  best 
writers,  however,  make  no  exception  to  the  rule.  Study  the  following  illus- 
trations carefully : 

1.  She  was  wearing  a  boy's  coat. 

2.  She  is  doing  a  man's  work. 

3.  He  thus  won  a  lady's  heart. 

4.  I  was  presented  with  a  deer's  horns. 

5.  He  died  at  the  close  of  a  day's  march. 

6.  The  money  represented  a  year's  interest. 

7.  I  was  detained  on  account  of  James's  illness. 

8.  He  should  remain  for  politeness'  sake. 

9.  We  were  amazed  at  Judge  Landis's  decision. 
10.    This  was  before  Demosthenes'  death. 

Observation. — The  thought  in  the  tenth  sentence  might  be  more  elegantly  expressed 
by  saying,  "The  death  of  Demosthenes." 

Although  the  preposition  "of"  is  frequently  used  in  place  of  the  apostrophe  and  s 
to  express  possession,  it  sometimes  happens  that,  to  avoid  ambiguity,  both  are  used  in  the 


APPLIED  BUSINESS  ENGLISH  129 

same  sentence;  as,  "This  sketch  of  my  son's  pleased  me."    (Preferably,  my  son's  sketch.) 
The  expression,  "This  sketch  of  my  son,"  may  have  two  meanings.    What  are  they? 

2.  To  form  the  possessive  plural  of  nouns  ending  in  s,  add  the  apos- 
trophe only.  To  those  not  ending  in  s,  add  the  apostrophe  and  s,  except  when 
singular  and  plural  forms  are  alike;  as, 

1.  We  sell  boys'  and  girls'  shoes. 

2.  The  Ladies'  Home  Journal. 

3.  We  sell  men's  clothing. 

4.  The  Young  Women's  Christian  Association. 

5.  The  /oom  was  hung  with  deers'  horns. 

6.  He  owed  me  two  years'  interest. 

7.  He  owed  me  four  weeks'  wages. 

8.  Draw  on  me  at  three  days'  sight. 

3.  When  two  or  more  nouns  are  used  together,  implying  common  pos- 
session, the  apostrophe  should  be  added  to  the  last  word  only;  when,  how- 
ever, the  names  imply  separate  possession,  the  apostrophe  should  be  added 
to  both  names  ;   as, 

1.  We  handle  Moore  &  Evans's  wares. 

2.  We  visited  Lyon  &  Healy's  music  store. 

3.  Is  that  a  viati's  or  a  woman's  watch? 

4.  I  read  IVhiltier's  and  Longfellow's  poems. 

4.  In  compound  nouns  the  apostrophe  should  be  added  to  the  last  name ; 
as,  "My  hrothcr-in-laiv's  residence."    "My  hrothers-in-law' s  residences." 

5.  A  noun  is  in  the  possessive  case  before  a  participial  noun;  as,  "I 
insist  on  the  student's  studying  his  lesson  thoroughly." 


APPLIED  BUSINESS  ENGLISH  131 


Name ' Grade ; . . 

EXERCISE  41 

Strike  out  the  incorrect  forms  of  pronouns  in  the  following  sentences : 

(Deduct  two  per  cent  for  each  error.) 

1 .  John  and  she — her  wrote  the  letter. 

2.  They — them  and  their  friends  have  been  here. 

3.  We — us  girls  will  be  there. 

4.  Give  the  money  to  us — we  boys. 

5.  This  is  between  you  and  / — me. 

6.  This  is  for  you  and  me — /. 

7.  Do  you  suppose  it  to  be  they — them? 

8.  Do  you  suppose  it  is  they — them? 

9.  I  know  that  it  was  she — her. . 

10.  I  know  it  to  have  been  her — she. 

11.  Who — whom  should  I  meet  but  my  old  friend! 

12.  / — me  being  ill,  she  taught  my  classes. 

13.  He — him  being  absent,  the  meeting  was  postponed. 

14.  Who — whom  did  you  send  for? 

15.  Whom — who  was  the  letter  from? 

16.  Please  hand  the  letter  to  Mr.  Smith,  he — him  who — whom  we  saw  last  evening. 

17.  Whom — who  do  men  say  that  I  am? 

18.  Who — whom  do  men  think  me  to  be? 

19.  If  I  were  she — her,  I  would  go. 

20.  Is  that  she — her  standing  in  the  entrance?    Yes,  that  is  she-^her. 

21.  It  is  not  me — /  that  you  wish  to  see. 

22.  It  cannot  be  him — he. 

23.  There  is  no  danger  of  his — him  being  elected. 

24.  John  and  he — him  are  to  be  the  speakers. 

25.  We  were  thought  to  be  them — they. 

26.  Its  being  he — him  should  make  no  difference. 

27.  I  believe  him — he  to  be  the  man. 

28.  I  saw  the  man  who — whom  they  said  had  been  elected. 

29.  We  believed  you  to  be  she — her. 

30.  It  is  not  he — him  but  / — me  who — whom  he  seeks. 

31.  Who — whom  are  you  writing  to? 

32.  Them — they  that  honor  me  I  will  honor. 

33.  They — them  that  believe  in  me  shall  be  rewarded, 

34.  I  am  not  so  good  a  writer  as  he — him. 

35.  They  write  as  well  as  we — us. 

36.  Who — whom  did  you  see  at  the  meeting? 

37.  Please  let  him — he  and  / — me  write  on  the  board. 

38.  The  man  jvho — whom  we  saw  is  president. 

39.  He — him  that  is  guilty,  we  must  punish. 

[over] 


132  APPLIED   BUSINESS   ENGLISH 

40.  He  was  a  person  who — whom  could  be  depended  upon. 

41.  If  it  had  been  me — I,  I  should  have  run. 

42.  Let  him — he  who — whom  made  thee  answer  this. 

43.  I  was  sure  of  its  being  he — him. 

44.  I  saw  the  man  who — whom  they  said  was  the  owner  of  the  building. 

45.  Did  you  find  out  who — whom  the  property  belonged  to? 

46.  So  long  as  wc — us  Japanese  exist  as  a  part  of  the  Creator's  creation,  we  have  the 

sense  of  feeling  requisite  to  human  beings. 

47.  These  ever-changeless  headlines  in  the  newspapers  must  be  quite  as  tiresome  to  sane 

Americans  as  they  are  to  us — we  Japanese. 

48.  They — them  that  despise  me  shall  be  lightly  esteemed. 


APPLIED  BUSINESS  ENGLISH  133 


Name Grade 

EXERCISE  42 

Insert  the  apostrophes  in  the  following  sentences.    Add  an  .y  where  one  is 

needed.  (Deduct  two  per  cent  for  each  error.) 

1.  The  steamers  dead-weight  capacity  is  6410  tons. 

2.  He  had  one  eye  out  and  one  ear  cropped  as  close  as  was  Archbishop  Leightons 

fathers. 

3.  These  figures  are  a  considerable  increase  over  last  years  quotations. 

4.  He  must  have  been  ninety  pounds  weight  at  the  least. 

5.  Please  make  application  to  the  Womens   College,  17  Jefferson  street. 

6.  Good  friend,  for  Jesus  sake,  forbeare 
To  digg  the  dust  encloased  heare. 

7.  I  frequently  visited  the  sessions  of  the  girls  college. 

8.  Her  name  is  Portia,  nothing  undervalued 
To  Catos  daughter,  Brutus  Portia. 

9.  You  are  entitled  to  one  terms  tuition  in  Quantitative  Analysis,  and  two  terms  tuition 

in  advanced  Physics. 

10.  But  there  is  no  serpent  here — at  worst  only  a  bumblebee  or  yellow-jackets  nest. 

11.  We  also  inclose  application  for  Employers  Liability  policy. 

12.  They  knelt  under  the  vast  dome  of  St.  Peters. 

13.  John  W.  Lister  is  Chief  Clerk  of  the  Coroners  office. 

14.  It  was  called  Our  Ladys  Chapel  of  the  Forest. 

15.  Mens  Republican  Club. 

16.  They  were 'summoned  to  vengeance  by  the  bells  dismal  murmurs. 

17.  The  new  schedule  for  the  increase  of  teachers  salaries  seems  to  me  to  be  very  faulty. 

18.  Who  can  tell   what  share  of  this  nights  good  success  we  owe  to  the  holy  mans 

wrestling  with  Gk)d? 

19.  The  Womens  Committee  of  the  Newsboys  Club  is  at  the  head  of  the  movement. 

20.  Lafayette  came  to  gather  in  his  half-centurys  harvest  of  gratitude. 

21.  I  shall  have  the  entry  made  in  the  sheriffs  office  and  attachment  issued. 

22.  He  was  bearing  a  psalm  book  and  a  stove  for  his  mistress  feet. 

23.  We  wish  to  call  your  attention  to  Maddens  steel  pens. 

24.  Can  honours  voice  provoke  the  silent  dust? 

25.  Some  mute  inglorious  Milton  here  mz^  rest — 
Some  Cromwell,  guiltless  of  his  countrys  blood. 

26.  We  presume  the  inspectors  objection  could  not  be  overruled. 

27.  We  have  pleasure  in  sending  you  sample  of  Woods  steel  corner  for  plaster  walls. 

28.  Their  masters  and  their  mistress  command, 
The  younkers  are  warned  to  obey. 

29.  This  magazine  will  be  about  the  size  and  shape  of  the  Ladies  Home  Journal. 

30.  The  childs  home  is  properly  quarantined. 

31.  We  take  pleasure  in  offering  a  suggestion  for  this  seasons  advertising. 

[over] 


134  APPLIED   BUSINESS  ENGLISH 

32.  He  gave  me  a  beautiful  Teachers  Bible. 

33.  These  goods  are  to  be  settled  for  on  the  basis  of  to-morrows  highest  price  for  white 

goods. 

34.  This  years  crop  will  average  in  bales  as  follows : 

35.  I  send  to  you  under  separate  cover,  in  to-days  mail,  a  copy  of  our  latest  general 

catalog. 

36.  This  is  an  increase  of  several  thousand  over  last  seasons  yield. 

37.  We  did  not  think  of  the  man  killing  himself. 

38.  We  should  like  a  few  days  notice  of  your  beginning  the  work. 

39.  This  will  reduce  the  time  of  the  train  crossing  to  ten  minutes. 

40.  We  will  transfer  the  goods  from  the  railroad  companys  pier  to  our  warehouse. 

41.  We  should  like  from  three  weeks  to  a  months  time  in  which  to  deliver  the  goods. 

42.  After  thirty  years  experience,  this  company  is  especially  fitted  to  offer  a  protection 

that  is  absolute. 

43.  We  wish  to  have  no  delay  in  this  paper  reaching  our  customer. 

44.  I  do  not  like  Mr.  Francis  suggestion. 

45.  The  trouble  is  in  the  men  not  understanding  it. 


APPLIED  BUSINESS  ENGLISH 


LESSON  XXII 


MODIFICATION  OF  ADJECTIVES  AND  ADVERBS 

Comparison  of  Adjectives 

Most  adjectives  are  inflected  or  modified  to  express  different  degrees  of 
quality.    This  modification  is  called  comparison. 

DEGREES  OF  COMPARISON 

Adjectives  may  express  three  degrees  of  quality :  the  positive,  the  com- 
parative, and  the  superlative.  The  positive  degree  expresses  the  simple  qual- 
ity, and  is  used  when  the  object  modified  by  the  adjective  is  not  compared  with 
any  other.  The  comparative  degree  denotes  a  higher  or  lower  degree  of 
quality  than  is  expressed  by  the  positive,  and  is  used  when  two  objects  are 
compared.  The  superlative  denotes  the  highest  or  lowest  degree  of  quality, 
and  is  used  when  more  than  two  objects  are  compared. 


METHODS  OF  COMPARISON 


The  comparative  degree  is  formed  by  adding  r  or  er  to  the  positive  form 
or  by  prefixing  "more"  or  "less."  The  superlative  degree  is  formed  by  adding 
St  or  est  to  the  positive  form  or  by  prefixing  "most"  or  "least,"  Some  adjec- 
tives are  compared  irregularly. 


POSITIVE 

tall 

beautiful 

frightful 

little 

good  or  well 

bad,  evil  or  ill 

out   (adv.) 

in  (prep.) 


COMPARATIVE 

taller 

more  beautiful 

less  frightful 

less 

better 

worse 

outer  (adj.) 

inner  (adj.) 

under 


SUPERLATIVE 

tallest 

most  beautiful 

least  frightful 

least 

best 

worst 

outermost  (adj.) 

innermost  (adj.) 

undermost 


Comparison  of  Adverbs 

A  few  adverbs  admit  of  comparison ;   as,  well,  better,  best;   badly  or  ill, 
worse,  worst;  fast,  faster,  fastest. 


136 


APPLIED   BUSINESS   ENGLISH 


Absolute  Adjectives  and  Adverbs 

Adjectives  and  adverbs  that  are  absolute  in  meaning  should  not  be 
compared.    A  fev^  of  these  are : 

absolutely                                           gratuitous  sound 

circular                                               hyman  spotless 

conclusive — ly                                      immaculate  square 

continual — ly                                      impossible  stationary 

dead                                                      incredible  sufficient 

decisive                                               incurable  supreme 

empty                                                  infinite  typical 

eternal                                                lawful  unanimous 

exclusive — ^ly                                      omnipotent  unique 

extreme                                                perfect  universal — ly 

faultless                                                perpendicular  unparalleled 

full                                                        perpetual  unprecedented 

fundamental                                         right  void 

Caution. — Remember  to  use  the  comparative  degree  when  comparing  two  persons  or 
things,  the  superlative  when  comparing  three  or  more. 


"Other"  in  Comparison 

In  making  comparisons  with  adjectives  in  the  positive  or  comparative 
degree,  the  w^ord  "other"  should  be  inserted  to  prevent  one  of  the  terms  com- 
pared from  including  the  other ;  as,  "No  other  boy  in  the  class  is  so  witty  as 
John."    "John  is  wittier  than  any  other  boy  in  the  class." 


Double  Comparison 

Avoid  double  comparisons;  as,  more  clearer,  more  happier,  most  unkind- 
est,  more  preferable,  etc. 

Position  of  Adverb 

The  adverb  should  always  be  placed  as  near  to  the  word  that  it  modifies 
as  possible,  or  in  such  position  as  to  make  the  meaning  perfectly  clear;  for 
example,  "I  do  not  think  I  shall  go"  should  read  "I  think  I  shall  not  go." 


The  Split  Infinitive 

It  has  long  been  considered  incorrect  to  place  an  adverb  between  the 
infinitive  and  the  sign  "to,"  but  you  will  note  that  this  construction  is  used 
by  our  very  best  writers,  and  often  brings  out  the  meaning  more  clearly  than 
could  be  accomplished  in  any  other  way. 


APPLIED  BUSINESS  ENGLISH  137 


Name Grade 

EXERCISE  43 

Compare  those  of  the  following  adjectives  that  admit  of  comparison : 

(Deduct  four  per  cent  for  each  error.) 


2. 

sad 

3. 

lovely 

4. 

full 

5. 

dead 

6. 

honorable 

7. 

calm 

8. 

much 

9. 

late 

10. 

up 

11. 

south 

12. 

perfect 

Name Grade 

EXERCISE  44 

Indicate  which  of  the  italicized  forms  in  each  sentence  is  correct  by  cross- 
ing out  the  incorrect  form:  (Deduct  six  per  cent  for  each  error.) 

1.  Which  is  the  older — oldest,  John  or  James? 

2.  Which  is  the  more — most  expensive,  this  or  that? 

3.  I  like  this  one  the  better — best  of  the  two. 

4.  Of  these  boys,  John,  Harry,  and  Thomas,  the  former — first  is  a  clerk  and  the  latter — 

last  is  a  stenographer. 

5.  Of  all  acquirements,  virtue  is  the  more — most  valuable. 

6.  Solomon  was  of  all  men  the  wiser — wisest. 

7.  New  York  is  the  larger — largest  of  the  two  cities. 

8.  Chicago  is  the  larger — largest  of  the  three  cities. 

9.  I  injured  my  best — better  eye. 

10.  Which  is  the  faster — fastest  operator  of  these  two  students? 

11.  Which  is  the  larger — largest,  London  or  Paris? 

12.  Rhode  Island  is  the  smallest — smaller  of  the  United  States. 

13.  Which  do  you  like  better — best,  apples  or  peaches? 

14.  Of  all  my  studies,  I  like  grammar  best — better. 

15.  Of  two  evils,  choose  the  least — less. 

16.  John  is  the  eldest — elder  of  the  five  brothers. 


APPLIED  BUSINESS  ENGLISH 


139 


Name. 


Grade . 


EXERCISE  45 

Supply  all  necessary  words  and  strike  out  all  superfluous  words  in  the  fol- 
lowing sentences  :  (Deduct  ten  per  cent  for  each  error.) 

1.  He  recited  better  than  any  boy  in  the  class. 

2.  What  kind  of  a  city  would  Rome  be,  all  rulers  and  no  one  to  be  ruled? 

3.  He  does  not  deserve  the  name  of  a  gentleman. 

4.  The  Tribune  has  the  largest  circulation  of  any  other  paper  in  the  city. 

5.  Of  all  other  cities  London  is  the  largest. 

6.  What  sort  of  a  door  do  you  want? 

7.  The  vote  was  not  unanimous  enough,  so  another  vote  was  taken. 

8.  This  typewriter  is  more  preferable  than  that  one. 

9.  I  have  never  seen  a  man  of  more  cheerfuller  disposition. 
10.  The  use  of  this  system  is  becoming  more  universal. 


Name. 


Grade . 


EXERCISE  46 


Indicate  by  a  caret  (  a  )  the  proper  position  of  the  italicized  adverbs  in  the 

following  sentences  :  (Deduct  six  per  cent  for  each  error.) 

1.  All  your  neighbors  were  not  invited. 

2.  There  can  not  be  found  one  man  that  is  willing  to  undertake  it. 

3.  The  girls  were  nearly  dressed  alike. 

4.  If  you  have  only  learned  to  spend  money,  you  may  stay  at  home. 

5.  I  told  him  to  not  go. 

6.  I  take  this  opportunity  to  publicly  apologize. 

7.  He  moved  to  indefinitely  postpone  the  subject. 

8.  He  promises  to  earnestly  try  to  do  better. 

10.  One  must  understand  the  forms  of  a  language  in  order  to  properly  speak  it. 

11.  Do  you  expect  to  always  have  your  way  in  everything? 

12.  His  experience  enables  him  to  quickly  discern  and  fulfill  the  most  exacting  require- 

ments of  the  trade. 

13.  The  conductor  failed  to  properly  protect  them. 

14.  W^e  would  thank  you  to  promptly  procure  for  us  the  original  expense-bill. 

15.  If  thou  art  blessed  naturally  with  a  good  memory,  continually  exercise  it. 

16.  You  must  not  expect  to  find  study  agreeable  always. 


APPLIED  BUS! NESS  ENGLISH  141 

LESSON  XXIII 


MODIFICATIONS  OF  VERBS— VOICE  AND  MODE 

Verbs  are  inflected  or  modified  in  form  to  indicate  voice,  mode,  tense, 
person,  and  number. 

Voice 

Voice  is  that  modification  of  the  verb  that  shows  whether  the  subject 
acts  or  is  acted  upon.    There  are  two  voices,  active  and  passive. 

Active  Voice 

The  active  voice  is  that  form  of  the  verb  that  represents  the  subject  as 
acting;  as,  "Whittier  zvrote  'Snowbound.'  "    "He  accomplished  his  task." 

Passive  Voice 

The  passive  voice  is  that  form  of  the  verb  that  represents  the  subject 
as  being  acted  upon ;  as,  "  'Snowbound'  was  zvrittcn  by  Whittier."  "The  task 
was  accomplished  by  him." 

Observation. — Only  transitive  verbs  are  modified  to  indicate  voice.  Intransitive  verbs 
are  always  active ;   as  :   "Birds  fly." 

Caution. — Do  not  confuse  the  passive  form  of  the  verb  with  a  participle  used  as  a 
predicate  complement;  as,  "The  page  was  written"  (not  printed).  "The  man  was  accom- 
plished." 

Note  that  "written"  and  "accomplished"  in  the  foregoing  sentences  are  adjectives 
belonging  to  their  subjects. 

Mode 

Mode  is  that  modification  of  the  verb  that  indicates  the  manner  of 
expression.  Verbs  have  six  modes :  indicative,  subjunctive,  potential,  imper- 
ative, infinitive,  and  participial. 

Indicative  Mode 

The  indicative  mode  asserts  a  thing  as  a  fact ;  as,  "He  writes."  "She 
died."    "Water  is  a  liquid." 

Subjunctive  Mode 

The  subjunctive  mode  expresses  a  thought  as  doubtful,  as  conditional, 
as  a  mere  wish,  or  as  a  supposition  that  is  contrary  to  fact;  as,  "If  he  he 
guilty  he  will  be  hanged."  "If  he  pay  me  I  will  work."  "I  wish  I  ivcre  rich." 
"If  the  ocean  were  fresh,  sailors  need  never  suffer  from  thirst." 


142  APPLIED   BUSINESS  ENGLISH 

SIGNS  OF  THE  SUBJUNCTIVE 

The  subjunctive  mode  may  usually  be  known  by  one  of  the  following 
signs:  "if,"  "though,"  "except,"  "unless,"  "lest."  The  sign,  however,  is  often 
omitted. 

Observation. — Note  particularly  the  form  of  the  verb  in  the  subjunctive.  This  form 
is  not  observed  by  many  good  writers  of  the  present  day.  The  signs  very  frequently  pre- 
cede a  verb  in  the  indicative  mode,  where  an  admission  instead  of  a  supposition  is  made,' 
as,  "If  the  man  is  honest,  he  did  not  pay  me."  "If  the  ocean  is  ten  thousand  feet  deep 
the  soundings  will  show  it." 

Note. — The  distinctive  forms  that  characterize  the  subjunctive  mode  are  giving  way 
to  indicative  forms,  and  are  little  used  nowadays  in  spoken  language.  They  abound,  how- 
ever, in  literature,  and  are  still  carefully  used  by  discriminating  writers.  It  is  well  to 
insist  upon  the  use  of  some  of  them. — Southworth's  English  Grammar  and  Composition. 

Potential  Mode 

The  potential  mode  expresses  the  power,  necessity,  liberty  or  permission, 
duty,  or  possibility  of  acting  or  being;  as,  "He  can  write."  "He  must  zvrite." 
"He  may  write."    "He  should  write."    "He  might  write." 

SIGNS  OF  the  POTENTI.VL  MODE 

The  signs  of  the  potential  mode  are  "may,"  "can,"  "must,"  "might," 
"could,"  "would,"  and  "should." 

Imperative  Mode 

The  imperative  mode  expresses  a  command,  an  entreaty,  or  a  supplica- 
tion; as,  "Close  the  door."  "Do  not  do  that."  "Give  us  this  day  our  daily 
bread." 

Infinitive  and  Participial  Modes 

The  infinitive  and  participial  modes  inerely  assume  action  or  being  with- 
out asserting  it  of  anything;  as,  "I  wish  to  go."  "I  wish  him  to  go."  "I  wish 
thein  to  go."    "I  saw  him  reading."    "I  saw  them  reading." 

Observation. — Note  that  the  form  of  the  verb  in  the  infinitive  and  participial  modes 
remains  the  same,  regardless  of  the  person  and  number  of  the  subject. 


APPLIED  BUSINESS  ENGLISH  143 


Name Grade . 

EXERCISE  47 


Rewrite  the  following  sentences,  changing  the  active  verbs  to  the  passive 
form :  (Deduct  ten  per  cent  for  each  error.) 

1.  Columbus  discovered  America. 

2.  Elias  Howe  invented  the  sewing  machine. 

3.  Robert  Fulton  built  the  first  steamboat. 

4.  The  Dutch  harness  the  wind. 

5.  The  French  peasants  till  the  land. 

6.  Brutus  killed  Caesar. 

7.  John  opened  the  window. 

8.  The  farmer  cultivated  his  corn. 

9.  I  seized  the  opportunity. 

10.    Franklin  discovered  electricity. 


7. 


8. 


10. 


APPLIED  BUSINESS  ENGLISH 


145 


Name. 


Grade . 


EXERCISE  48 

Indicate  the  mode  of  the  italicized  verbs  in  the  following  sentences  by  writ- 
ing them  in  the  form  below:  *  (Deduct  Ave  per  cent  for  each  error.) 

1.  I  watched  the  little  circles  die. 

2.  I  dare  do  all  that  may  become  a  man; 
Who  dares  do  more  is  none. 

3.  Truth  from  his  lips  prevailed  with  double  sway, 
And  fools  who  came  to  scoff  remained  to  pray. 

4.  Let  me  serve  you. 

5.  Lift  up  your  heads,  O  ye  gates! 

6.  Let  us  not,  I  beseech  you,  deceive  ourselves  longer. 

7.  Were  it  the  wish  of  the  Czar  to  promulgate  peace,  he  zvould  disarm  his  large  army. 

8.  Planting  perennials  is  the  work  of  the  gardener. 

9.  If  it  were  necessary,  we  could  have  sent  him  some  of  the  oil. 


Indicative 

Subjunctive 

Potential 

Imperative 

Infinitive 

Participial 

* 

• 

APPLIED  BUSINESS  ENGLISH  147 

LESSON  XXIV 


TENSE 

Tense  is  that  modification  of  the  verb  that  indicates  the  time  of  the 
action  or  being;  as,  "I  sec."  "\  saw."  "1  shall  see."  There  are  three 
primary  tenses  corresponding  to  the  three  divisions  of  time:  present,  past, 
and  future.  Each  of  these  primary  tenses  has  a  perfect  tense :  present 
perfect,  past  perfect,  and  future  perfect. 

The  present  tense  indicates  present  action  or  being ;   as, 
I  write 
I  am  writing 
I  do  write 

The  past  tense  indicates  action  or  being  as  past ;  as, 

I  wrote 

I  was  writing 

I  did  write 

The  future  tense  indicates  futurity  of  action  or  being;  as, 
I  shall  zcrile 
I  shall  be  ivriting 

The  present  perfect  tense  indicates  action  or  being  as  completed  but 

connected  with  present  time  ;  as, 
I  have  ivrittcn 
I  have  been  writing 

The  past  perfect  tense  indicates  action  or  being  as  completed  at  or 
before  some  stated  past  time ;  as, 
I  had  written 
I  had  been  writing 

The  future  perfect  tense  indicates  action  or  being  to  be  completed  at  or 
before  some  stated  future  time ;  as, 
I  shall  have  written 
I  shall  have  been  writing 

Tense  Forms 

Although  there  are  only  six  tenses,  there  are  more  than  six  tense  forms. 
It  will  be  seen  from  the  following  diagram  that  the  present  tense  has  three 
forms;  the  present  perfect  two  forms;  the  future  tense  two  forms,  and  the 
future  perfect  tense  two  forms.  Note  also  that  the  past  indefinite  form  is  the 
only  one  formed  by  inflection,  the  rest  being  formed  by  the  aid  of  auxiliaries, 
c'dlled  the  signs  of  the  tenses. 


148 


APPLIED   BUSINESS  ENGLISH 


Tense 


Present 


Past 


r\iture 


(I  see  (simple  indefinite  form) 

I  am  seeing  (progressive  form) 

I  do  see  (emphatic  form) 

Present    f  I  have  seen  (simple  form) 

Perfect    \  I  have  been  seeing  (progressive  form) 

(I  saw  (simple  indefinite  form) 

I  was  seeing  (progressive  form) 

I  did  see  (emphatic  form) 

Past         f  ^  liad  seen  (simple  form) 

Perfect    \  ^  had  been  seeing  (progressive  form) 

(I  shall  see   (simple  indefinite  form) 

I  shall  be  seeing   (progressive  form)    . 

Future     f  I  shall  have  seen   (simple  form) 

Perfect    1  1  shall  have  been  seeing   (progressive  form) 


Signs  of  the  Tenses 

Observation. — Note  the  signs  of  the  tenses  in  the  different  modes  in  the  following 
synopsis  of  the  verb  "see." 


Present  Tense 
See 


PRINCIPAL    PARTS 

Past  Tense 

Saw 


Perfect  Participle 
Seen 


Present      I  see 
Past  I  saw 

Future       I  shall  see 


INDICATIVE  MODE 

Present  Perfect  I  have  seen 

Past  Perfect  I  had  seen 

Future  Perfect  I  shall  have  seen 


Present     If  I  see 


SUBJUNCTIVE  MODE 

Past     If  I  saw  Past  Perfect     If  I  had  seen 


Present 

Present  Perfect 

Past 

Past  Perfect 


POTENTIAL  MODE 

I  may,  can  or  must  see 

I  may,  can  or  must  have  seen 

I  might,  could,  would,  or  should  see 

I  might,  could,  would,  or  should  have  seen 


IMPERATIVE  MODE 
Present  See 


APPLIED  BUSINESS  ENGLISH  149 

INFINITIVE  MODE 

Present  To  see 

Present  Perfect    To  have  seen 

PARTICIPIAL  MODE 
Present  Seeing 

Present  Perfect     Having  seen 

TIME  EXPRESSED  BY  INFINITE  VERBS 

Infinite  verbs  have  but  two  tenses,  and  the  time  expressed  by  them 
depends  upon  that  expressed  by  the  finite  verb  in  the  same  sentence.  The  time 
of  the  present  infinitive  or  present  participle  is  ahvays  present  with  reference 
to  that  of  the  finite  verb.  "He  wants  (now)  to  speak  (now)."  "He  wanted 
(yesterday)  to  speak  (yesterda}^)."  "He  comes  (now)  running  (now)." 
"He  came  (yesterday)  running  (yesterday)." 

The  time  expressed  by  the  perfect  infinitive  or  the  perfect  participle  is 
previous  to  that  of  the  finite  verb.  "He  believes  (now)  me  to  have  been  mis- 
taken (yesterday)."  "He  believed  (yesterday)  me  to  have  been  mistaken 
(the  day  before)."  "Having  prepared  his  lesson  (yesterday)  he  recites  (to- 
day) it."  "Having  prepared  his  lesson  (the  day  before)  he  recited  (yester- 
day) it." — Rigdon's  Grammar  of  the  English  Sentence. 

Verbs  expressing  hope,  expectation,  or  intention,  and  those  used  to  con- 
vey commands,  require  present  infinitives  after  them. — Williams'  English 
Grammar. 

Agreement  of  Tenses 

The  verb  in  a  subordinate  clause  should  agree  in  tense  with  the  verb  in  the 
principal  clause,  unless  the  subordinate  clause  expresses  a  general  or  universal 
truth;  as,  "The  man  said  that  he  was  studying  law."  "He  said  that  he  zvas 
going  to-morrow."  "He  said  that  two  and  two  are  four."  "He  said  that  iron  is 
one  of  the  most  useful  metals." 


APPLIED  BUSINESS  ENGLISH 


151 


Name. 


Grade . 


EXERCISE  49 

Indicate  the  tense  of  the  italicized  verbs  in  the  following  sentences  by  writ- 
ing them  in  the  form  below:  (Deduct  five   per  cent  for  each  error.) 

1.  I  should  not  have  believed  it  unless  I  had  happened  to  be  there. 

2.  I  shall  have  had  enough  of  this. 

3.  Soon  our  places  in  the  world  will  have  been  taken  by  others. 

4.  She  has  her  own  pet  dream  of  college  glory. 

5.  They  toil  not,  neither  do  they  spin. 

6.  A  thing  of  beauty  is  a  joy  forever.  » 

7.  I  am,  I  will,  I  shall  be  happy. 

8.  I  did  send  to  you  for  gold. 

9.  Now  came  still  evening  on. 

10.  I  would  gladly  look  him  in  the  face. 

11.  If  the  book  were  in  the  library  (but  it  isn't)  you  should  have  it. 

12.  He  would  look  at  the  sea  for  hours. 


Present 

Past 

Future 

Present  Perfect. 

Past  Perfect 

Future  Perfect 

APPLIED  BUSINESS  ENGLISH  153 


Name Grade. 

EXERCISE  50 


Strike  out  the  incorrect  forms  of  the  infinitives  in  the  following  sentences : 

(Deduct  six  per  cent  for  each  error.) 

1.  I  am  sorry  you  were  not  at  home  yesterday,  for  I  should  have  liked  to  have  seen — to 

see  you. 

2.  I  should  have  been  pleased  to  have  talked — to  talk  to  you. 

3.  I  expected  to  have  seen — to  see  you  at  the  meeting. 

4.  I  had  intended  to  consult— to  have  consulted  my  physician. 

5.  He  expected  to  see — to  have  seen  hisJjrother. 

6.  T  hoped  to  have  seen — to  see  you  do  better. 

7.  They  believed  him  to  be — to  have  been  insane. 

8.  I  meant  to  see — to  have  seen  you  yesterday. 

9.  I  intended  to  call — to  have  called  for  you. 

10.  It  would  have  been  wrong  to  go — to  have  gone  on  with  the  ceremony. 

11.  He  did  not  seem  to  know — to  have  known  how  to  do — to  have  done  the  work. 

12.  It  was  his  duty  to  assist — to  have  assisted  our  friend. 

13.  It  was  not  my  intention  to  insist — to  have  insisted  upon  your  complying  with  the 

request. 

14.  There  was  nothing  left  but  to  obey — to  have  obeyed. 

15.  I  should  not  have  believed  it,  unless  I  had  happened  to  have  been — to  be  there. 

16.  They  believed  him  to  be — to  have  been  guilty. 

17.  We  expected  to  have  received — to  receive  the  goods  sometime  this  week. 

18.  We  should  have  been  just  as  glad  to  fill — to  have  filled  your  order  with  the  lighter 

material. 

19.  It  is  a  pleasure  to  be  able — to  have  been  able  to  have  done — to  do  the  work  for  him. 


APPLIED  BUSINESS  ENGLISH 


155 


LESSON  XXV 


USES  OF  THE  AUXILIARIES 

Shall  and  Will 

Shall  and  will  are  both  signs  of  the  future  tense.  "Shall"  is  the  natural 
future  form,  while  "will"  always  expresses  volition  on  the  part  of  the  person 
represented  by  the  subject  of  the  verb.  As  a  matter  of  courtesy,  however, 
"shall"  often  gives  way  to  "will."    Study  the  following  examples  carefully. 

SIMPLE  FUTURITY 

"Shall"  in  a  declarative  sentence  in  the  first  person,  and  "will"  in  the 
second  and  third  persons,  merely  announce  future  action  or  state ;  as, 

1.  I  shall  go  to  Europe  next  year. 

2.  I  shall  wait  for  the  next  train. 

3.  I  shall  be  glad  to  see  you. 

4.  I  shall  soon  be  twenty. 

1.  You  will  be  pleased  to  see  him. 

2.  You  will  find  the  goods   satisfactory. 

3.  You  will  soon  be  twenty. 

1.  He  will  spend  the  winter  with  us. 

2.  He  will  go  with  us. 
.  3.    He  will  be  pleased  with  his  position. 


Simple  futurity 


PROMISE   OR  DETERMINATION 

"Will"  in  a  declarative  sentence  in  the  first  person,  and  "shall"  in  the 
second  and  third  persons,  announce  the  speaker's  intention  to  control,  by 
promise  or  by  proclaiming  a  determination ;   as, 

1.  I  will  pay  you  the  money  to-morrow.     (Promise.) 

2.  I  will  have  my  way,  regardless  of  results.     (Determina- 
tion.) 

1.  You  shall  have  your  pay  to-morrow.     (Promise.) 

2.  You  shall  go,  sick  or  well.     (Determination.) 

1.    Ht. shall  have  my  part.     (Promise.) 
.  2.     He  shall  do  as  I  direct.     (Determination.) 


Promise  or 
determination 


CONDITION  BEYOND  THE  CONTROL  OF  THE  WILL 

As  a  person  should  not  promise  anything  that  he  cannot  control,  it  fol- 
lows that  "shall"  in  the  first  person,  and  "will"  in  the  second  and  third  persons, 
should  be  used  to  express  a  condition  beyond  the  control  of  the  will;  as. 


156 


APPLIED  BUSINESS  ENGLISH 


Condition  beyond  the 
control  of  the  will 


1.  I  sJiall  be  pleased  to  grant  your  request. 

2.  I  sJiall  be  glad  to  hear  from  you. 

3.  I  shall  1  :c  obliged  to  you  for  the  favor. 

4.  I  shall  be  disappointed  if  you  do  not  come. 

5.  I  shall  be  ill,  if  I  get  wet. 

6.  I  know  that  we  shall  enjoy  the  play. 

7.  I  fear  that  I  shall  be  ill. 

8.  I  fear  that  we  shall  have  bad  weather. 

9.  I  hope  I  shall  not  have  a  headache. 

10.  We  shall  be  delighted  to  have  you  with  us. 

11.  You  will  be  ill,  if  you  get  wet. 

12.  He  zvill  be  ill,  if  he  gets  wet. 


INDIRECT    QUOTATIONS 

In  indirect  quotations  "shall"  should  be  used  in  all  three  persons  to 
express  futurity,  and  "will"  should  be  used  in  all  three  persons  to  express  a 
promise  or  determination,  when  the  subjects  both  refer  to  the  same  person;  as, 

You  say  that  you  shall  begin  work  Monday.     (Futurity.) 

You  say  that  you  will  be  good.     (Promise.) 

He  says  that  he  shall  begin  his  work  Monday.     (Futurity.) 

He  says  that  he  will  give  each  employee  a  Christmas  present.     (Promise.) 


INTERROGATIVE   SENTENCES 

In  interrogative  sentences  courtesy  requires  "shall"  in  the  first  and  second 
persons,  and  "will"  in  the  third  person,  when  simple  futurity  is  to  be  ex- 
pressed. 

Since  no  one  is  supposed  to  know  more  about  your  own  will  than  you  do 
yourself,  "Will  I"  is  seldom  used.  The  question  "Will  you"  asks  concerning 
the  wish  of  the  person  addressed,  while  "Will  he"  may  express  either  simple 
futurity  or  volition  on  the  part  of  the  person  represented  by  "he,"  the  mean- 
ing intended  to  be  determined  by  the  tone  of  the  voice. 

In  the  second  and  third  persons  tlie  auxiliary  that  is  expected  in  the 
answer  should  be  used  in  the  question.  The  answer  to  "Shall  I"  may  be 
either  "You  will"  or  "You  shall,"  according  to  the  meaning;  as, 

1.  How  long  shall  I  have  to  wait?    All  day. 

2.  Shall  I  assist  you?    You  may. 

3.  Shall  you  be  at  school  to-morrow  ?    I  shall. 

4.  Will  he  be  at  school  to-morrow?    He  will. 


Simple  futurity 


APPLIED  BUSINESS  ENGLISH 


157 


Consults  the  wish  or 
pleasure  of  the  person 
addressed 

Consults  the  pleasure 
of  the  person  repre- 
sented by  "he" 


Will  you  go  with  me,  if  I  call  for  you?    I  ivill.     (Promise.) 
Shall  he  be  allowed  to  go  free?    He  shall  not. 


Will  he  give  his  consent?     He  will. 


Should  and  Would 

With  the  exception  of  a  few  special  uses,  "should"  and  "would"  follow 
the  regimen  of  "shall"  and  "will ;"  that  is,  the  uses  of  "should"  correspond 
to  those  of  "shall,"  and  those  of  "would"  correspond  to  those  of  "will."  Re- 
member that  "should"  must  be  used  in  the  first  person,  when  a  condition 
beyond  the  control  of  the  will  is  expressed.  "Would"  is  sometimes  used  to 
express  a  wish,  and  is  usually  used  in  all  three  persons  to  express  willingness, 
habit,  or  custom.  "Should,"  as  distinguished  from  "ought,"  expresses  pro- 
priety, while  "ought"  implies  moral  obligation. 

(H  he  were  to  offer  me  the  position,  I  should  not  accept  it. 
H  he  were  to  offer  you  the  position,  you  would  not  accept  it. 
If  he  were  to  offer  the  position  to  him,  he  zvould  not  accept  it. 


Condition    beyond    the 
control  of  the  will 

Wish 
Willingness 

Habit 

Moral  obligation 
Propriety 


We  should  be  glad  to  see  you,  if  you  decide  to  come. 
I  should  prefer  to  see  it  before  I  buy  it. 
I  should  have  been  ill  if  I  had  gone. 

I  would  that  I  were  a  man. 

I  zvould  assist  you  if  I  could. 

I  knov/  that  you  would  assist  me  if  you  could. 

I  know  that  he  would  assist  me  if  he  could. 

I  always  would  have  my  way. 

You  zvould  never  allow  me  to  go  skating  in  the  evening. 

He  would  often  go  to  sleep  during  the  sermon. 

Every  man  ought  to  be  honest. 

Every  man  should  be  neat. 


^APPLIED  BUSINESS  ENGLISH  159 


Name Grade 

EXERCISE  51 

Insert  "shall"  or  "will"  in  the  blank  spaces  in  the  following  sentences : 

(Deduct  four  per  cent  for  each  error.) 

1.  John  says  that  he  be  there  on  time.    (Future.) 

2.  Thou not  steal.    (Command.) 

3.  I   enter  college  next  year.     (Future.) 

4.  I be  punished  for  this,  I  know.    (Future.) 

5.  You be  tired  by  the  time  you  reach  home.     (Future.) 

6.  We make  you  a  price  equal  to  any  that  you find  elsewhere 

in  the  city.     (Promise.) 

7.  You  escape  me  never.    (Determination.) 

8.  What I  do? 

9 I  have  my  pay  ?    I  certainly  will. 

10.  Some  day  we study  our  planetary  neighbors  in  space.,   Very  likely  we 

talk  to  them. 

11.  He  says  that  he  do  the  work  for  me.     (Promise.) 

12.  You not  go. 

13 he  finally  decide  in  our  favor? 

14.  You be  the  loser  in  that  trade.    (Future.) 

15.  My  opinion  is  that  he die.     (Future.) 

16.  The  money all  be  furnished  by  the  father. 

17.  Hear  me,  I  speak !     (Determination.) 

18.  The  one be  taken  and  the  other  left.     (Promise.) 

19.  To-day  the  vessel  be  launched. 

20 you  give  it  to  him  or I  ? 

21 the  storm  prevent  his  coming? 

22.  He be  brought  to  justice.     (Determination.) 

23.  You have  my  support  in  the  coming  election.    (Promise.) 

24.  I  write  to  him  next  week.     (Future.)  . 

25 you  oblige  me  by  paying  me  to-day  ? 


APPLIED  BUSINESS  ENGLISH  161 


Name Grade . 

EXERCISE  52 


Insert  "shall"  or  "will"  in  the  blank  spaces  in  the  following  sentences : 

(Deduct   four  per  cent   for  each   error.) 

1.  You be  pleased  with  it,  I  am  sure.     (Future.) 

2.  You  lose  your  money  if  you  are  not  careful.     (Future.) 

3.  You  receive  the  reward.     (Promise.) 

4.  I  am  determined  that  you  not  see  her.     (Determination.) 

5 you  have  the  cofifee,  or I  drink  it  ? 

6 you  know  by  to-morrow  what  you  intend  to  do  ? 

7 this  man  be  allowed  "to  continue  his  murderous  career? 

8.  I  reward  the  good  and  punish  the  wicked. 

9.  He repent  of  his  folly. 

10.  They have  a  pleasant  time,  I  am  sure. 

11.  We remember  your  kindness. 

12.  We  dine  at  home  to-morrow. 

13.  They account  for  their  misconduct. 

14.  Surely  goodness  and  mercy follow  me  all  the  days  of  my  life ;   and  I 

dwell  in  the  house  of  the  Lord  forever. 

15.  That  we  die  we  know. 

16 you  have  dinner  with  me  to-morrow? 

17.    Do  you  think  that  your  name  live  in  the  annals  of  history? 

18 he  inflict  this  trial  upon  us? 

19.  I utter  what  I  believe  to-day,  if  it  should  contradict  all  I  said  yesterday. 

20.  You go, you  not?     (Future.) 

21 you  read  the  poem  aloud  if  1  bring  the  book  to  you? 

22.  He  go  with  us.     (Future.) 

23.  You hear  from  us  frequently.     (Future.) 

24.  I  go,  you  not  prevent  me.     (Resolution.) 

25.  I return  home  now,  but come  again  next  week. 


APPLIED  BUSINESS  ENGLISH  163 


Name Grade 

EXERCISE  53 

Supply  "would"  or  "should"  in  the  blank  spaces  in  the  following  sentences : 

(Deduct  six  per  cent  for  ea9h  error.) 

1.  You make  as  little  noise  as  possible. 

2.  He  often  stay  for  days. 

3.  I  pay  him  if  he  demand  it. 

4  I be  pleased  to  have  you  call. 

5.  We do  unto  others  as  we have  others  do  unto  us. 

6.  We  don't  laugh  so  much  at  the  gyroscope  now  as  we have  done  some- 

time ago. 

7.  From  his  actions  we think  he  was  ill. 

8.  You  obey  your  father  and  mother. 

9.  I that  I  were  home  again. 

10.  I frequently  go  to  the  theater. 

11.  I like  to  see  you  to-morrow. 

12.  He  feared  lest  he fall. 

13.  I  like  to  place  the  order  for  these  goods  as  soon  as  possible. 

14.  I be  glad  to  meet  your  views  in  the  matter. 

15.  We have  started  earlier,  if  the  weather  had  been  clear. 

16.  I  knew  that  I be  ill. 

17.  I  knew  I  dislike  the  country. 

18.  I not  like  to  do  it,  and  will  not  unless  compelled  to. 

19.  One love  his  neighbor  as  himself. 

20.  What such  fellows  as  I  do,  crawling  between  earth  and  heaven? 


APPLIED  BUSINESS  ENGLISH  165 

LESSON  XXVI 


PERSON  AND  NUMBER  OF  VERBS 

RULE   1 

A  finite  verb  must  agree  with  its  subject  in  person  and  number;  as,  "Chi- 
cago is  a  large  city."  "Chicago  and  New  York  are  large  cities."  "I  am  a 
teacher."    "He  is  a  teacher."    "They  are  teachers." 

RULE  2 

A  plural  subject  requires  a  plural  verb,  unless  it  be  plural  in  form  with 
a  unitary  meaning;  as,  "Birds  fly."  "The  birds  are  singing."  "Two  years 
seems  a  long  time."  "Two  hours  is  a  long  time  to  wait."  "Ten  dollars  is 
sufficient  for  my  expenses  to-day." 

RULE  3 

Two  or  more  singular  subjects  connected  by  "or"  or  "nor"  require  a  sin- 
gular verb;  as,  "Either  John  or  James  is  coming."  "Neither  he  nor  she  is 
coming." 

RULE  4 

When  two  or  more  subjects  connected  by  "or"  or  "nor"  differ  in  person 
or  number,  the  verb  usually  agrees  with  the  word  next  to  it ;  as,  "The  general 
or  his  aids  are  to  be  there."  "Neither  he  nor  I  am  going."  "Neither  you  nor 
he  knows  anything  about  it." 

RULE  5 

Two  or  more  singular  subjects  connected  by  "and"  usually  require  a 
plural  verb ;  as,  "John  and  James  are  coming."    "He  and  she  are  coming." 

RULE  6 

Two  or  more  singular  subjects  connected  by  "and"  require  a  singular 
verb  when  they  refer  to  the  same  person;  when  they  represent  one  idea  or 
are  very  closely  connected  in  thought;  when  they  are  preceded  by  "each," 
"every,"  "no,"  "many  a,"  etc.;  as,  "My  friend  and  neighbor  has  moved 
away."  "Bread  and  butter  is  a  wholesome  food."  "Where  envy  and  strife  is, 
there  is  confusion  and  every  evil  work."  "Each  day  and  hour  brings  its 
duties."  "Every  senator  and  representative  was  present."  "No  time  and 
money  has  been  spared  to  make  the  appointments  perfect."  "No  wife,  no 
mother,  tvas  there  to  comfort  him." 


166  APPLIED  BUSINESS  ENGLISH. 

_  RULE  7 

A  singular  verb  is  often  used  when  it  precedes  a  number  of  subjects  con- 
nected by  "and;"  as, 

"Ah !  then  and  there  was  hurrying  to  and  fro, 
And  gathering  tears,  and  trembHngs  of  distress." 

"For  wide  is  heard  the  thundering  fray, 
The  rout,  the  ruin,  the  dismay." 

RULE  8 

Two  or  more  singular  subjects  connected  by  "as  well  as,"  "and  also," 
"and  too,"  etc.,  require  a  singular  verb ;  as,  "Justice  as  well  as  mercy  allozvs 
it."  "John,  and  also  James,  is  excused  from  the  class."  "John  and  James, 
too,  is  to  blame." 

RULE  9 

When  a  singular  subject  is  immediately  followed  by  a  modifier  containing 
a  noun  or  pronoun  in  the  plural,  the  singular  verb  is  required;  as,  "The 
Mayor,  with  all  his  attendants,  was  there."  "A  basket  of  flowers  was  sitting 
in  the  window."  "The  inforcement  of  such  laws  as  these  is  very  difficult." 
"Each  of  the  foregoing  sentences  expresses  a  complete  thought." 

RULE   10 

When  a  collective  noun  refers  to  its  individuals  as  acting  separately  or 
independently,  it  should  be  followed  by  a  plural  verb,  but  when  it  refers  to  its 
individuals  as  acting  as  a  whole,  the  singular  verb  and  the  singular  neuter  pro- 
noun are  required;  as,  "The  audience  zvas  held  by  the  speaker  as  if  it  were 
one  man."    "When  he  ceased,  his  audience  zvere  free  to  go  their  ways." 


APPLIED  BUSINESS  ENGLISH                             167 
Name Grade 

EXERCISE  54 

Insert  appropriate  verbs  in  the  blank  spaces  and  strike  out  the  incorrect 
forms  of  the  verbs  in  the  following  sentences : 

(Deduct  five  per  cent  for  each   error.) 

1.  A  committee  been  appointed. 

2.  The  committee  all  young  men. 

3.  All  this  tribe blind. 

4.  The  court seated  for  judgment. 

5.  The  audience  show — shows  signs  of  weariness. 

6.  The  audience dismissed. 

7.  The  regiment  disbanded. 

8.  The  regiment  all  brave  men. 

9.  The  regiment brass  buckles  on  their  belts. 

10.  The  company   think— thinks  that   they — //   will   soon   close  the  doors  of   their — its 

factory. 

11.  The  lowing  herd  wind — winds  slowly  o'er  the  lea. 

12.  The  council strongly  influenced. 

13.  The  committee divided  in  opinion. 

14.  A  large  crowd  of  men,  women,  and  children  collected. 

15.  The  herd collected. 

16.  The  herd scattered. 

17.  The  congregation dismissed. 

18.  The  congregation deeply  moved  by  the  words  of  the  speaker. 

19.  The  party divided. 

20.  The  party beaten. 


APPLIED  BUSINESS  ENGLISH  169 


Name Grade. 

EXERCISE  55 


Strike  out  the  incorrect  forms  of  the  verbs  in  the  following  sentences : 

(Deduct  two  and  one-half  per  cent  for  each  error.) 

1  Either  John  or  James  is — are  to  blame. 

2.  Neither  time  nor  money  were — was  spared. 

3.  One  of  you  is — are  mistaken. 

4.  Each  of  these  boys  feel — feels  himself  a  man. 

5.  Every  one  of  us  knows — know  him. 

6.  The  number  of  people  were — was  not  great. 

7.  Two  hours  is — are  a  long  time  to  wait. 

8.  Two  and  two  is — are  four. 

9.  Every  one  are — is  subject  to  the  draft. 

10.  The  secretary  and  the  treasurer  has — have  resigned. 

11.  The  secretary  and  treasurer  has — have  resigned. 

12.  A  red  and  white  flag  float — floats  from  the  building. 

13.  A  red  and  a  white  flag  float — floats  from  the  building. 

14.  John  and  Mary's  aunt  are — is  visiting  us. 

15.  John's  and  Mary's  aunt  are — is  visiting  us. 

16.  John's  and  Mary's  aunts  are — is  visiting  us. 

17.  One-half  of  the  boys  was — were  late  for  the  class. 

18.  One-half  of  the  money  was — were  given  to  me. 

19.  Bread  and  milk  is — are  a  wholesome  food. 

20.  Bread  and  milk  is — are  to  be  had  at  this  store. 

21.  The  majority  of  Indian  marriages  are — is  happy. 

22.  One  and  one  are — is  two. 

23.  Two  times  one  are — is  two. 

24.  Two  times  two  are — is  four. 

25.  A  number  of  birds  has — Iiave  already  appeared. 

26.  Here  come — comes  the  boys. 

27.  In  winter  everybody  go — goes  skating. 

28.  Thine  is — o;v  the  kingdom  and  the  power  and  the  glory. 

29.  Time,  as  well  as  money,  is — are  needed. 

30.  Time,  and  money,  too,  is — are  needed. 

31.  Every  man,  woman,  and  child  was — zuere  saved. 

32.  Neither  he  nor  they  zvere — was  there. 

33.  Plutarch's  "Parallel  Lives"  is — are  very  interesting. 

34.  I  am  one  of  those  whom  neither  fear  nor  anxiety  deprive — deprives   of  Ais — iheir 

ordinary  appetite. — Scott. 

35.  His  explanation  and  mine  agrees — agree. 

[over] 


170  APPLIED  BUSINESS  ENGLISH 

36.  The  soldier  and  statesman  has — have  passed  away. 

37.  The  horse  and  carriage  is — are  at  the  door. 

38.  There  is — are  tears  for  his  love,  joy  for  his  fortune,  honor  for  his  valor,  and  death 

for  his  ambition. — Shakespeare. 

39.  The  wages  of  sin  is — are  death. 

40.  Where  is — are  my  hat  and  coat? 


APPLIED  BUSINESS  ENGLISH  171 


Name Grade 

EXERCISE  56 


Strike  out  the  incorrect  forms  of  the  verbs  in  the  following  sentences : 

(Deduct  two  and  one-half  per  cent  for  each  error.) 

1.  I  saw  that  you  was — were  very  much  interested. 

2.  When  does — do  your  father  and  mother  come  home? 

3.  He  don't — doesn't  understand  his  business. 

4.  Either  you  or  my  brother  is — are  mistaken. 

5.  The  United  States  is — are  a  powerful  nation. 

6.  Years  of  poverty  and  hardship  was — were  the  result  of  the  long  war. 

7.  Twenty-five  cents  is — are  the  price. 

8.  Three-fourths  of  the  students  are — is  gone. 

9.  Three-fourths  of  the  sum  have  been — has  been  collected. 

10.  Not  position,  but  worth,  makes — make  the  man. 

11.  The  whole  system  of  mindreading,  mesmerism,  and  spiritualism  seem — seems  to  be 

connected. 

12.  I  like  the  simplicity  of  his  remarks,  which  enables — enable  me  to  understand  him. 

13.  There  was — were  many  people  in  attendance. 

14.  This  is  one  of  the  most  interesting  games  that   has — have  been  played  here  this 

season. 

15.  If  the  classification  of  the  material  and  the  price  is — are  considered,  etc. 

16.  If  the  credit  and  the  standing  of  the  firm  is — are  good,  we  shall  be  glad  to  fill  this 

order. 

17.  The  earnestness  and  enthusiasm  of  the  speaker  cause — causes  me  to  believe  in  his 

sincerity. 

18.  "Twice-Told  Tales"  was — were  written  by  Plawthorne. 

19.  I  should  know  what  God  and  man  is — are. — Tennyson. 

2'\    The  king,  with  the  lords  and  commons,  constitute — constitutes  the  government  of 
England. 

21.  Ambition,  and  also  the  safety  of  the  state,  was — ivere  concerned. 

22.  No  subject  and  no  ruler  live — lives  in  safety. 

23.  Many  a  communication,  telegraphic  as  well   as  postal,   has — have  been   exchanged 

between  the  President  and  responsible  officials  of  the  state  of  California. 

24.  Every  citizen  and  every  resident  of  this  country  and  all  nations  have — has  good  right 

to  share  in  the  rejoicing  over  his  election  and  his  inauguration. 

25.  The  results  of  this  new  expression  of  democracy  in  education  is — are  significant. 

26.  The   British   commander   gave   notice   to   the    Spanish   authorities   that   if   another 

Englishman  or  another  American  zvas — were  shot  he  would  bombard  and  destroy 
the  town. 

27.  We  have  two  statements,  but  neither  of  them  are — is  quite  satisfactory. 

28.  Every  corporation  and  every  business  man  is — are  making  money. 

[over] 


172  APPLIED  BUSINESS  ENGLISH 

29.  The  steady  advance  in  the  price  of  iron  and  steel  products  make — makes  it  necessary 

for  us  to  withdraw  our  quotations  from  time  to  time. 

30.  Little  things  like  this  go — goes  a  great  way. 

31.  To  love  and  to  admire  has — have  ever  been  the  joy  of  hi;;  existence. 

32.  This  is  one  of  the  best  books  that  has — have  ever  been  published  on  the  subject. 

33.  The  president,  as  well  as  his  subordinates,  were — was  criticised. 

34.  There  comes — come  a  train. 

35.  There  comes — come  two  trains. 

36.  A  number  of  horses,  together  with  a  large  amount  of  property,  were— was  destroyed. 

37.  The  state  of  affairs  is — are  getting  worse  every  day. 

38.  All  is — are  done,  and  now  all  of  us  is — are  ready  to  go. 

39.  Not  a  word  of  his  speeches  zvas — were  published. 

40.  Many  a  man  looks— look  back  on  the  days  of  his  youth  with  regret. 


APPLIED  BUSINESS  ENGLISH 


173 


LESSON  XXVII 


LIST  OF  IRREGULAR  VERBS 

In  studying  this  list  of  verbs,  note  that  "has,"  "have,"  or  "had"  should 
always  be  used  before  the  perfect  participle.  "R"  in  parenthesis  denotes  that 
the  verb  may  also  be  regular.  Where  two  alternative  forms  are  given  in  this 
list,  the  first  is  in  accordance  with  the  best  present  usage. 


Present 

Arise 

Awake 

Be 

Bear  {carry) 

Beat 

Become 

Befall 

Begin 

Bid 

Bite 

Blow 

Break 

Choose 

Come 

Crow 

Do 

Draw 

Drink 

Drive 

Eat 

Fall 

Fly 

Forget 

Forsake 

Freeze 

Get 

Give 

Go 

Grow 

Hide 

Hold 

Know 

Lean 

Lie  (repose) 


THE   TWO    PAST    FORMS  DIFFERENT 

Past 

arose 

awoke  (r) 

was 

bore,  bare 

beat 

became 

befell 

began 

bade,  bid 

bit 

blew 

broke 

chose 

came 

crowed,  crew 

did 

drew 

drank 

drove 

ate 

fell 

flew 

forgot 

forsook 

froze 

got 

gave 

went 

grew 

hid 

held 

knew 

leaned,  leant 

lay 


Perfect  Participle 

arisen 

awaked 

been 

borne 

beaten,  beat 

become 

befallen 

begun 

bidden,  bid 

bitten,  bit 

blown 

broken 

chosen 

come 

crowed 

done 

drawn 

drunk 

driven 

eaten 

fallen 

flown 

forgotten,  forgot 

forsaken 

frozen 

got,  gotten 

given 

gone 

grown 

hidden,  hid 

held 

known 

leaned,  leant 

lain 


174 


APPLIED  BUSINESS  ENGLISH 


Present 

Prove 

Rend 

Ride 

Ring 

Rise 

Run 

See 

Shake 

Shave 

Show 

Shrink 

Slay 

Slide 

Sing 

Sink 

Sow 

Speak 

Spring 

Steal 

Strike 

Strive 

Swear 

Swell 

Swim 

Take 

Tear 

Thrive 

Throw 

Tread 

Wear 

Weave 

Write 


Past 

proved 

rent     . 

rode 

rang,  rung 

rose 

ran 

saw 

shook 

shaved 

showed 

shrank,  shrunk 

slew 

slid. 

sang,  sung 

sank,  sunk 

sowed 

spoke 

sprang,  sprung 

stole 

struck 

strove 

swore,  sware 

swelled 

swam,  swum 

took 

tore 

throve,  thrived 

threw 

trod 

wore 

wove 

wrote 


Perfect  Participle 

proved,  proven 

rent 

ridden 

rung 

risen 

run 

seen 

shaken 

shaved,  shaven 

shown    (r) 

shrunk,  shrunken 

slain 

slid,  slidden 

sung 

sunk 

sown  (r) 

spoken 

sprung 

stolen 

struck,  stricken 

striven 

sworn 

swollen  (r) 

swum 

taken 

torn 

thriven,  thrived 

thrown 

trod,  trodden 

worn 

woven,  wove 

written 


THE   TWO    PAST   OR   THE    THREE    FORMS    ALIKE 


Present 

Bend 

Bereave 

Beseech 

Bet 

Bleed 

Bless 

Bring 

Build 

Burn 

Burst 


Past 

bent  (r) 

bereaved,  bereft 

besought 

bet  (r) 

bled 

blessed,  blest 

brought 

built  (r) 

burnt  (r) 

burst 


Perfect  Participle 

bent  (r) 

bereaved,  bereft 

besought 

bet  (r) 

bled 

blessed,  blest 

brought 

built  (r) 

burnt  (r) 

burst 


APPLIED  BUSINESS  ENGLISH 


175 


Present 

Buy 

Cast 

Catch 

Cling 

Clothe 

Creep 

Cut 

Deal 

Dig 

Dream 

Dwell 

Flee 

Gild 

Hang 

Have 

Hear 

Hurt 

Kneel 

Knit 

Lay 

Lead 

Learn 

Lend 

Let 

Light 

Pay 

Pen  {fence  in) 

Plead 

Quit 

Rap 

Say 

Send 

Set 

Shed 

Shine 

Sit 

Sleep 

Sling 

Smell 

Speed 

Spell 

Spill 

Spin 

Spit 

Spread 


Past 

Perfect  Participle 

bought 

bought 

cast 

cast 

caught 

caught 

clung 

clung 

clothed,  clad 

clothed,  clad 

crept 

crept 

cut 

cut 

dealt 

dealt 

dug  (r) 

dug  (r) 

dreamed,  dreamt 

dreamed,   dreamt 

dwelt    (r) 

dwelt    (r) 

fled 

fled 

gilded,  gilt 

gilded,  gilt 

hung  (r — in  legal 

hung  (r — in  legal 

phraseology) 

phraseology) 

had 

had 

heard 

heard 

hurt 

hurt 

knelt  (r) 

knelt  (r) 

knit  (r) 

knit  (r) 

laid 

laid 

led 

led 

learned,  learnt 

learned,  learnt 

lent 

lent 

let 

let 

lighted,  lit 

lighted,  lit 

paid 

paid 

penned,  pent 

penned,  pent 

pleaded,  plead,  pled 

pleaded,  plead,  pled 

quit  (r) 

quit  (r) 

rapped,  rapt 

rapped,  rapt 

said 

said 

sent 

sent 

set 

set 

shed 

shed 

shone 

shone 

sat 

sat 

slept 

slept 

slung 

slung 

smelled,  smelt 

smelled,  smelt 

sped   (r) 

sped   (r) 

spelled,  spelt 

spelled,  spelt 

spilled,  spilt 

spilled,  spilt 

spun 

spun 

spit,  spat 

spit,  spat 

spread 

spread 

176 


APPLIED  BUSINESS  ENGLISH 


Present 

Stay 

Sting 

String 

Sweat 

Sweep 

Swing 

Teach 

Wake 

Weep 

Wet 

Win 

Work 

Wring 


Present 

Beware 
Can 

Do  (auxil'y) 
Have  (auxil'y) 
May- 
Must 
Ought 

Shall 

Will  (auxil'y) 


Past 

Perfect  Participle 

stayed,  staid 

stayed,  staid 

stung 

stung 

strung 

strung 

sweat   (r) 

sweat 

swept 

swept 

swung,  swang 

swung 

taught 

taught 

woke   (r) 

woke   (r) 

wept 

wept 

wet   (r) 

wet   (r) 

won 

won 

worked,  wrought 

worked,  wrought 

wrung 

wrung 

DEFECTIVE   VERBS 

Past 

Perfect  Participle 

could 

did 

had 

might 
must 

ought 
quoth 
should 

would 

APPLIED  BUSINESS  ENGLISH  177 


Name G'^ode 

EXERCISE  57 

Strike  out  the  incorrect  forms  of  the  verbs  in  the  following  sentences : 

(Deduct  three  per  cent  for  each  error.) 

1.  John  done — did  it. 

2.  A  great  deal  of  good  has  been  done — did. 

3.  The  man  was  hanged — hung  yesterday. 

4.  The  clothes  were  hanged — hung  on  the  line. 

5.  Will  you  lend — loan  me  five  dollars? 

6.  They  have  took — taken  all  his  money. 

7.  I  have  went — gone  there  many  times. 

8.  I  laid — lay  down  to  take  a  nap. 

9.  He  lay — laid  the  book  on  my  desk. 

10.  Aren't — ain't  you  coming  to-day? 

11.  Our  house  don't — doesn't  know  dull  seasons. 

12.  He  don't — doesn't  know  anything. 

13.  You  hadn't  ought — ought  not  to  do  that. 

14.  Where  was — were  you  at  the  time  the  man  was  hanged — hung? 

15.  Can — may  I  assist  you  to  the  car? 

16.  Washington  hade — hid  his  army  farewell. 

17.  Why  have  you  not  drunk — drank  your  coffee? 

18.  I  have  got — gotten  tickets  for  the  opera. 

19.  He  lit — lighted  the  lamp  in  his  room. 

20.  They  have  not  'proved — proven  the  statement. 

21.  Beeves  are  hung — hanged,  sir,  men  are  hung — hanged.  ^ 

22.  I  knowed — kneiv  that  he  would  not  come. 

23.  I  drawed — drew  the  water  for  the  horse. 

24.  The  boy  has  broke — broken  his  arm. 

25.  The  tree  growed — grew  very  rapidly. 

26.  The  man  plead — pleaded  for  his  life. 

27.  If  it  don't — doesn't  suit,  return  it. 

28.  I  have  drank — drunk  my  coffee. 

29.  The  little  boy  drank— drunk  eagerly. 

30.  Have  I  awaked — awoke  in  time? 

31.  I  have  rode — ridden  a  long  way  to-day. 

32.  He  drawed— drew  up  the  large  easy  chair. 


APPLIED  BUSINESS  ENGLISH  179 


Name Grade. 

EXERCISE  58 


The  teacher  should  pronounce  twenty-five  of  the  irregular  verbs,  requiring 
the  student  to  write  the  past  tense  and  perfect  participle  forms. 

(Deduct  two  per  cent  for  each  error.) 


1. 

2. 

3. 

4. 

5. 

6. 

7. 

8. 

9. 
10. 
11. 
12. 
13. 
14. 
15. 
16. 
17. 
18. 
19. 
20. 
21. 
22. 
23. 
24. 
25. 


APPLIED  BUSINESS  ENGLISH 


181 


LESSON  XXVIII 


CONJUGATION 
Conjugation  is  the  systematic  arrangement  of  all  the  forms  of  the  verb. 

CONJUGATION  OF  THE  VERB  "BE" 

(Model  of  Active  Voice  Conjugation) 

INDICATIVE  MODE 
PRINCIPAL  PARTS — Pres.,  bc  or  am;  Past,  zvas;  Perf.  Part.,  been 

Present  Tense 


SINGULAR 

I  am 
You  are 
He  is 


I  have  been 
You  have  been 
He  has  been 


PLURAL 

We  are 
You  are 
They  are 

Present  Perfect  Tense  (sign,  have) 

We  have  been 
You  have  been 
They  have  been 


Past  Tense 

I  was  We  were 

You  were  You  were 

He  was  They  were 

Past  Perfect  Tense  (sign,  had) 

I  had  been  We  had  been 

You  had  been  You  had  been 

He  had  been  They  had  been 

Future  Tense    (sign,  shall  or  will) 

I  shall  be  We  shall  be 

You  will  be  You  will  be 

He  will  be  They  will  be 

Future  Perfect  Tense  (sign,  shall  have  or  will  have) 

I  shall  have  been  We  shall  have  been 

You  will  have  been  You  will  have  been 

He  will  have  been  They  will  have  been 

SUBJUNCTIVE  MODE 
Present  Tense 


SINGULAR 

If  I  be 
If  you  be 
If  he  be 


PLURAL 

If  we  be 
If  you  be 
If  they  be 


182 


APPLIED  BUSINESS  ENGLISH 


If  I  were 
If  you  were 
If  he  were 


If  I  had  been 
If  you  had  been 
If  he  had  been 


SINGULAR 

I  may  be 
You  may  be 
He  may  be 


I  may  have  been 
You  may  have  been 
He  may  have  been 

I  might  be 
You  might  be 
He  might  be 

I  might  have  been 
You  might  have  been 
He  might  have  been 


Past  Tense 


Past  Perfect  Tense 


POTENTIAL  MODE 
Present  Tense 


Present  Perfect  Tense 


Past  Tense 


Past  Perfect  Tense 


If  we  were 
If  you  were 
If  they  were 

If  we  had  been 
If  you  had  been 
If  they  had  been 


PLURAL 

We  may  be 
You  may  be 
They  may  be 


We  may  have  been 
You  may  have  been 
They  may  have  been 

We  might  be 
You  might  be 
They  might  be 


We  might  have  been 
You  might  have  been 
They  might  have  been 


IMPERATIVE  MODE 
Present  Tense 

SINGULAR  PLURAL 

Be,  or  do  you  be  Be,  or  do  you  be 


INFINITIVE  MODE 


Present,  To  be 


Present  Perfect,  To  have  been 


PARTICIPIAL  MODE 


Present,     Being 


Present  Perfect,  Having  been 


APPLIED  BUSINESS  ENGLISH  183 


Name Grade 

EXERCISE  59 

Fill  in  the  blank  spaces  with  the  proper  forms  of  the  verb  "drive." 

(Deduct  two  and  one-half  per  cent  for  each  error.) 


Principal  Parts— Pres ;      Past,  ;      Perf.  Part., 

ACTIVE  VOICE 

INDICATIVE  MODE 
Present  Tense 

SINGULAR            ,                                                                               PLURAL 
I    We    

You   

They  


You   

He  



Present  Perfect  Tense 

I  

You  

He  

Past  Tense 

I  

You  

He  

Past  Perfect  Tense 

I  

You   

He  

Future  Tense 

I  

You  

He  

Future  Perfect  Tense 

I  

You  

He  

IMPERATIVE  MODE 

Present  Tense 

SINGULAR 

We  . 
You  . 
They 


We  . 

You  . 
They 

We   . 

You   . 
They 


We   . 

You   . 
They 


We  . 
You  . 
They 


[over] 


184  APPLIED  BUSINESS  ENGLISH 

INFINITIVE  MODE 
Present Pres.  Perf . 

PARTICIPIAL  MODE 
Present Pres.  Perf. 


APPLIED  BUSINESS  ENGLISH  185 


Name Grade . 

EXERCISE  60 


Fill  in  the  blank  spaces  with  the  proper  forms  of  the  verb  "drive." 

(Deduct  two  and  one-half  per  cent  for  each  error.) 


ACTIVE  VOICE 

SUBJUNCTIVE  MODE 
Present  Tense 

SINGULAR  PLURAL 

If  I  If  we 

If  you  If  you  

If  he  If  they 

Past  Tense 

If  I  If  we 

If  you  If  you  

If  he  If  they 

Past  Perfect  Tense 

If  I  If  we 

If  you  If  you  

If  he  If  they 


POTENTIAL  MODE 

Present  Tense 

I We  . 

You   You  . 

He  They 

Present  Perfect  Tense 

I  We  . 

You  You  . 

He   They 

Past  Tense 

I  We  . 

You  You  . 

He  They 

Past  Perfect  Tense 

I  We  . 

You  You  . 

He   They 


APPLIED  BUSINESS  ENGLISH 


187 


LESSON  XXIX 


CONJUGATION  OF  THE  VERB  "SEE" 
{Model  of  Passive  Voice  Conjugation) 

INDICATIVE  MODE 

PRINCIPAL  PARTS — Prcs.,  sce ;   Past,  saw;   Perf.  Part.,  seen. 

Present  Tense 


SINGULAR 

I  am  seen 
You  are  seen 
He  is  seen 

I  have  been  seen 
You  have  been  seen 
He  has  been  seen 

I  was  seen 
You  were  seen 
He  was  seen 

I  had  been  seen 
You  had  been  seen 
He  had  been  seen 

I  shall  be  seen 
You  will  be  seen 
He  will  be  seen 

I  shall  have  been  seen 
You  will  have  been  seen 
He  will  have  been  seen 


Present  Perfect  Tense 


Past  Tense 


Past  Perfect  Tense 


Future  Tense 


Future  Perfect  Tense 


PLURAL 

We  are  seen 
You  are  seen 
They  are  seen 

We  have  been  seen 
You  have  been  seen 
They  have  been  seen 

We  were  seen 
You  were  seen 
They  were  seen 

We  had  been  seen 
You  had  been  seen 
They  had  been  seen 

We  shall  be  seen 
You  will  be  seen 
They  will  be  seen 

We  shall  have  been  seen 
You  will  have  been  seen 
They  will  have  been  seen 


SUBJUNCTIVE  MODE 
Present  Tense 


SINGULAR 

If  I  be  seen 
If  you  be  seen 
If  he  be  seen 

Past  Tense 

If  I  were  seen         Were  I  seen 
If  you  were  seen    Were  you  seen 
If  he  were  seen       Were  he  seen 


PLURAL 

If  we  be  seen 
If  you  be  seen 
If  they  be  seen 

If  we  were  seen 
If  you  were  seen 
If  they  were  seen 


188 


APPLIED  BUSINESS  ENGLISH 


If  I  had  been  seen 
If  you  had  been  seen 
If  he  had  been  seen 


Past  Perfect  Tense 


If  we  had  been  seen 
If  you  had  been  seen 
If  they  had  been  seen 


POTENTIAL  MODE 
Present  Tense 

SINGULAR 

I  may  be  seen 
You  may  be  seen 
He  may  be  seen 

Present  Perfect  Tense 

I  may  have  been  seen 
You  may  have  been  seen 
He  may  have  been  seen 


I  might  be  seen 
You  might  be  seen 
He  might  be  seen 

I  might  have  been  seen 
You  might  have  been  seen 
He  might  have  been  seen 


Past  Tense 


Past  Perfect  Tense 


PLURAL 

We  may  be  seen 
You  may  be  seen 
They  may  be  seen 

We  may  have  been  seen 
You  may  have  been  seen 
They  may  have  been  seen 

We  might  be  seen 
You  might  be  seen 
The}'  might  be  seen 

We  might  have  been  seen 
You  might  have  been  seen 
They  might  have  been  seen 


IMPERATIVE  MODE 
Present  Tense 

SINGULAR  PLURAL 

Be  seen,  or  be  you  seen  Be  seen,  or  be  you  seen 

INFINITIVE  MODE 
Present,  To  be  seen  Present  Perfect,  To  have  been  seen 


Present,  Being  seen 


PARTICIPIAL  MODE 


Present  Perfect,  Having  been  seen 


Lie — LAY ;   Sit — set  ;   Rise — raise 

These  six  little  words  are  probably  the  most  troublesome  in  the  language, 
but  after  a  careful  study  of  the  following  outline  you  should  be  able  to  use  them 
correctly. 

First :  Lie,  sit,  and  rise  are  intransitive ;   lay,  set,  and  raise  are  transitive. 

Second :  Lie  and  sit  mean  rest;  lay  and  set  mean  to  cause  to  rest. 

Third :  Raise  means  to  cause  to  rise. 


APPLIED  BUSINESS  ENGLISH 

EXAMPLES 


189 


The  principal  parts  of  lie  are : 

Present  Past 

He  lay 

The  principal  parts  of  lay  are : 

Present  Past 

lay  laid 


Perfect  Participle 

lain 

Perfect  Participle 
laid 


ILLUSTRATIONS 
LIE  LAY 

I  am  going  to  lie  down.  I  will  lay  the  book  where  I  found  it. 

I  lay  down  yesterday.  We  laid  the  money  upon  the  table. 

I  had  just  lain  down  when  you  I  have  laid  the  books  upon  the  shelf, 
called. 


Perfect  Participle 
sat 

Perfect  Participle 
set 


The  principal  parts  of  sit  are : 

Present 

Past 

sit 

sat 

The  principal  parts  of  set  are : 

Present 

Past 

set 

set 

I  am  going  to  sit  down. 
I  sat  down  yesterday. 
I  have  sat  here  an  hour. 

The  principal  parts  of  rise  are 
Present 


ILLUSTRATIONS 

SET 

Please  set  the  table. 

I  set  the  hen  yesterday. 

I  have  set  the  table  in  the  dining  room. 


Past 


Perfect  Participle 


The  principal  parts  of  raise  are : 

Present  Past 

raise  raised 


Perfect  Participle 

raised 


RISE 

Rise  from  your  chair,  please 
He  rose  from  his  chair. 
He  has  risen  from  his  chair. 
The  river  is  rising. 


ILLUSTRATIONS 

RAISE 

Raise  the  body  from  the  floor. 
They  raised  the  body  from  the  floor. 
The  building  has  been  raised. 
They  are  raising  a  flag-pole. 


APPLIED  BUSINESS  ENGLISH  191 


Name Grade . 

EXERCISE  61 


Fill  in  the  blank  spaces  with  the  proper  forms  ox  the  verb  "drive." 

(Deduct  two  and  one-half  per  cent  for  each  error.) 


Principal  Parts— Pres ;       Past ;      Perf.  Part., 

PASSIVE  VOICE 

INDICATIVE  MODE 
Present  Tense 

SINGULAR                                                                                              PLURAL 
I    We    

You   You  

He   They   


Present  Perfect  Tense 

I  We  ., 

You  You  . 

He   They 

Past  Tense 

I  We   . 

You  You  . 

He   They 

Past  Perfect  Tense 

I  We   . 

You   You  . 

He  They 

Future  Tense 

I  We  . 

You  You  . 

He   They 

Future  Perfect  Tense 

I  We  . . 

You   You   . 

He   They 

[over] 


192  APPLIED  BUSINESS  ENGLISH 

IMPERATIVE  MODE 
Present  Tense 

SINGULAR  PLURAL 


INFINITIVE  MODE 
Present Pres.  Perf. 

PARTICIPIAL  MODE 
Present Pres.  Perf. 


APPLIED  BUSINESS  ENGLISH 


193 


Name. 


Grade. 


EXERCISE  62 

Fill  in  the  blank  spaces  with  the  proper  forms  of  the  verb  "drive." 

(Deduct  two  and  one-half  per  cent  for  each  error.) 

PASSIVE  VOICE 


SUBJUNCTIVE  MODE 
Present  Tense 

SINGULAR 
If  I    

If  you  

If  he  

Past  Tense 

If  I  

If  you  

If  he  

Past  Perfect  Tense 

If  I  

If  you  

If  he  


PLURAL 

If  we 

If  you  

If  they  

If  we 

If  you  

If  they  

If  we 

If  you 

If  they  


POTENTIAL  MODE 
Present  Tense 

SINGULAR 

I  

You   

He  

Present  Perfect  Tense 

I  

You  

He  

Past  Tense 

I  

You  

He  

Past  Perfect  Tense 

I  

You  

He  


PLURAL 

We  

You  

They  

We    

You 

They  

We   

You  

They  

We   

You  

They  


APPLIED   BUSINESS  ENGLISH  195 


Name Grade 

EXERCISE  63 

In  these  sentences  supply  some  form  of  the  verbs  lie,  lay;  sit,  set;  learn, 

teach  '    rise    raise.  (Deduct  three  per  cent  for  each  error.) 

1.  Did  the  bread  ? 

2 the  book  on  the  table. 

3.  The  man on  the  chair. 

4.  I  shall  down. 

5.  I  down  yesterday. 

6.  I  have in  bed  two  weeks. 

7.  The  book on  the  table. 

8.  I  have the  book  on  the  table. 

9.  The  bread  has  

10.  She  the  bucket  from  the  well. 

11.  She her  lesson. 

12.  She  will the  lesson  to  the  child. 

13 down. 

14.  I  have in  this  place  two  hours. 

15.  He  has the  trap. 

16.  He  a  poor  example. 

17.  When  will  the  court  again  ? 

18.  They  are posts  for  the  fence. 

19 the  rule  on  the  table. 

20.  He  told  her  to  down  and  she down. 

21.  The  sun  is 

22.  The  hen  is on  her  eggs. 

23.  He  told  her  to the  child  down. 

24.  She the  table. 

25 by  your  money  for  a  "rainy  day." 

26.     Did  you  the  money  ? 

27     Each  one  in  favor  of  this  motion his  right  hand. 

28.  Do  you  think  the  river  will ? 

29.  The  teacher  will  her  subject  so  that  she  may  the 

pupils. 

30.  He  could  not   me  anything. 

31.  The  in  stock  was  not  expected. 

32 the  table. 


APPLIED  BUSINESS  ENGLISH  197 

LESSON  XXX 


THE  SENTENCE 

We  have  learned  in  the  first  lesson  that  sentences  are  classified  with  respect 
to  use  into  declarative,  interrogative ^  imperative,  and  exclamatory  sentences;  that 
every  sentence  has  a  subject  and  a  predicate,  and  that  the  simple  subject  and 
predicate  may  have  modifiers.  We  have  now  to  consider  a  further  classification 
of  sentences  and  the  kinds  of  modifiers  or  elements. 


Kinds  of  Modifiers 

Modifiers  may  be  single  words,  phrases,  or  clauses ;  as,  "A  good  man."    "A 
man  of  wealth."    "A  man  that  is  honest  will  succeed." 


PHRASES 

A  phrase  is  a  group  of  related  words  having  the  construction  of  a  noun,  an 
adjective  or  an  adverb,  but  not  expressing  a  complete  thought.  Phraser 
may  be : 

Prepositional;    as,  "A  bird  in  the  hand  is  worth  two  in  the  hush." 

Infinitive;    as,  "Good  to  forgive,  best  to  forget." 

Participial;   as,  "Truth,  crushed  to  earth,  shall  rise  again." 

The  infinitive  and  participial  phrases  have  already  been  described  under 
the  verb. 

Prepositional  phrases  may  be : 

Adjective;    as,  "The  door  of  the  house  is  open." 

Adverbial;    as,  "Tigers  roam  through  the  jungles." 


CLAUSES 

Qauses,  like  phrases,  may  have  the  construction  of  a  noun,  an  adjective, 
or  an  adverb. 

Noun  clause;  as,  "How  the  accident  occurred,  is  not  known."  "They  think  that 
the  club  will  disband  soon." 

Adjective  clause;  as,  "Our  bachelor  uncle,  zvho  lives  with  us,  is  a  genial  man." 
"Blessed  are  they  that  dwell  in  thy  house." 

Adverbial  clause;  as,  "Flowers  bloom  zchen  spring  comes."  "Go  where  glory 
waits  thee." 


198  APPLIED  BUSINESS  ENGLISH 

Construction  of  Noun  Clauses 

A  noun  clause  may  be  used  as  the  subject  of  a  sentence,  as  the  predicate, 
as  the  object  of  a  transitive  verb  or  of  a  preposition,  or  in  apposition  with  a 
noun  or  pronoun. 

Subject;    as,  "That  he  was  guilty  was  evident." 

Predicate;  as,  "The  motto  of  the  shorthand  student  should  be:  'Practice  makes 
perfect.'" 

Object  of  transitive  verb;  as,  "Then  he  had  turned  away  and  said,  7  will  not 
wake  him.' " 

Object  of  preposition;    as,  "We  were  talking  about  who  won  the  contest." 

In  apposition;   as,  "The  story  that  we  have  moved  is  true." 

Classes  of  Sentence  as  to  Form 

As  to  form,  sentences  may  be  simple,  complex  or  compound. 

A  simple  sentence  expresses  a  single  thought.  A  simple  sentence  may 
have  a  compound  subject  or  a  compound  predicate.  Examples:  "Order 
is  Heaven's  first  law^."     "Boys  and  girls  run  and  play." 

A  complex  sentence  is  a  sentence  containing  a  clause ;  as,  "Things  are 
not  w^hat  they  seem."     "We  build  the  ladder  by  which  we  rise." 

A  compound  sentence  is  a  sentence  containing  two  or  more  simple  or 
complex  sentences  joined  by  one  or  more  coordinate  connectives;  as,  "Art 
is  long,  and  time  is  fleeting."  "They  that  were  first  shall  be  last,  and  the 
last  shall  be  first." 


APPLIED  BUSINESS  ENGLISH  199 


Name Grade 

EXERCISE  64 

Write  sentences  containing  an  infinitive  phrase  used  as  the  subject;  as  the 
predicate;  as  an  object;  as  an  adjective;  as  an  adverb. 

Write  sentences  containing  a  prepositional  phrase  used  as  an  adjective;  as 
an  adverb. 

Write  sentences  containing  a  noun  clause  used  as  the  subject ;  as  the  pred- 
icate; as  the  object  of  a  transitive  verb;  as  the  object  of  a  preposition;  in 
apposition. 

Write  a  sentence  containing  an  adjective  clause  and  one  containing  an 
adverbial  clause. 

Write  a  simple  sentence. 

Write  three  complex  sentences. 

Write  two  compound  sentences. 

(Deduct  five  per  cent  for  each  error.) 


6. 


[over] 


200  APPLIED  BUSINESS  ENGLISH 


8. 


9. 


10. 


11. 


12. 


13. 


14. 


15. 


16. 


17. 


18. 


19. 


20. 


APPLIED  BUSINESS  ENGLISH  201 


Name Grade 

EXERCISE  65 

Draw  one  line  under  the  prepositional  phrases,  two  lines  under  the  infinitive 
phrases,  and  three  lines  under  the  participial  phrases  in  the  following  sentences : 

(Deduct  Ave  per  cent  for  each  error.) 

1.  The  walk  in  the  fields  was  pleasant. 

2.  The  merchant,  having  made  a  fortune,  retired  from  business. 

3.  The  man  spoke  with  great  effect. 

4.  A  river  with  many  branches  waters  the  land. 

5.  The  invading  army  rushed  into  the  town  at  daybreak. 

6.  Virginia  the  martyr  was  the  daughter  of  Virginius  the  soldier. 

7.  The  temple  of  the  Jews  at  Jerusalem  was  first  built  by  King  Solomon. 

8.  My  friend  attended  school  at  Yale  during  the  last  year. 

9.  King  Canute  sat  by  the  seaside. 

10.  To  deceive  in  the  means  is  to  be  ashamed  in  the  end. 

11.  Caesar,  having  crossed  the  Rubicon,  hastened  to  reach  Rome. 

12.  To  act  is  to  live. 

13.  We  learn  to  do  by  doing. 


Name Grade 

EXERCISE  66 

Draw  one  line  under  the  adjective  clauses,  two  lines  under  the  adverbial 
clauses,  and  three  lines  under  the  noun  clauses  in  the  following  sentences : 

(Deduct  ten  per  cent  for  each  error.) 

1.  That  he  was  a  tyrant  was  generally  admitted. 

2.  His  cry  was,  "I  die  for  my  country !" 

3.  I  did  not  know  what  the  matter  was. 

4.  He  told  me  that  his  brother  had  gone  to  the  city. 

5.  The  book  that  I  read  is  on  the  table. 

6.  I  shall  go  when  you  return. 

7.  If  you  stand  by  me,  I  will  oppose  him. 

8.  He  worked  very  hard,  for  he  wished  to  do  well. 

9.  Webster  was  a  man  whom  the  country  will  remember  with  pride. 
10.  Read  books  that  impart  information. 


Applied 
Business  Punctuation 


By 
Hubert  A.  Hagar 


APPLIED    BUSINESS    PUNCTUATION  205 


PUNCTUATION 


INTRODUCTION 

Punctuation  is  the  use  of  different  characters  to  separate  words,  elements, 
and  sentences  in  such  a  way  as  to  help  to  convey  to  the  reader  the  exact  thought 
of  the  writer. 

Every  one  who  reads  and  writes  English,  or  any  other  language,  has  some 
knowledge  of  punctuation.  Many  persons  punctuate  well  without  ever  having 
made  any  systematic  study  of  the  subject.  In  fact,  comparatively  few  make  a 
study  of  punctuation.  To  study  literature  is  to  study  punctuation.  Every- 
thing one  reads  or  writes  is  a  study  in  punctuation,  for  in  order  to  either  read 
or  write  understandingly  a  definite  regard  must  be  given  to  the  marks  that 
bring  out  the  different  shades  of  meaning.  Conversely,  a  study  of  punctuation 
is  a  study  of  language,  of  the  balance  and  value  of  words  and  their  relation  to 
each  other.  The  understanding  of  the  ideas  intended  to  be  conveyed  by  the 
words  used  is  the  basis  for  good  punctuation,  for  one  cannot  punctuate  what 
he  does  not  understand. 

Any  one  who  has  formed  a  habit  of  accurate  reading,  even  if  his  reading 
has  been  somewhat  limited,  should  be  able  to  punctuate  fairly  well.  If,  on  the 
other  hand,  his  reading  has  been  slip-shod,  his  punctuation  is  apt  to  partake  of 
that  characteristic.  A  careful  observation  of  the  punctuation  in  one  chapter  of 
a  well-written  book,  or  in  an  editorial  from  a  high-grade  newspaper  or  maga- 
zine, will  result  in  a  grasping  of  the  principles  of  the  subject — for  there  are 
general  underlying  principles. 

People  are  apt  to  excuse  faults  in  their  punctuation  by  the  statement  that 
"no  two  punctuate  exactly  alike."  True,  in  a  long  article  punctuated  by  differ- 
ent persons  there  would  usually  be  some  difference,  owing  to  the  fact  that  they 
would  not  gather  exactly  the  same  ideas  or  see  the  same  relations,  and  this 
difference  in  understanding  would  be  shown  by  a  difference  in  their  punctuation. 

Many  persons  attempt  to  make  a  distinction  between  "literary  punctuation" 
and  "commercial  punctuation."  There  is  a  difference  between  the  commonly- 
termed  "literary  style"  and  the  "commercial  style"  of  composition,  but  not  of 
punctuation.  General  literature  commonly  employs  longer  sentences  than  com- 
mercial composition,  and  this  explains  any  difference  in  punctuation.  If  it  were 
customary  to  deal  with  long  sentences  in  commercial  work,  then  more  punctua- 
tion would  be  required.  The  principles  of  punctuation  are  always  the  same, 
the  difference  being  in  the  composition. 


206  APPLIED    BUSINESS    PUNCTUATION 

It  would  be  an  easy  matter  when  studying  punctuation  to  stray  unwittingly 
into  the  realm  of  composition,  for  good  punctuation  presupposes  good  composi- 
tion. One  writer  says,  "It  is  vain  to  propose,  by  arbitrary  punctuation,  to 
amend  the  defects  of  a  sentence,  to  correct  its  ambiguity,  or  to  prevent  its  con- 
fusion." Nevertheless,  an  intelligent  use  of  punctuation  marks  will  often  help 
to  unlock  the  imprisoned  thought  in  involved  or  poorly-constructed  sentences. 

As  is  the  case  with  the  stenographer,  it  is  sometimes  necessary  to  transcribe 
and  punctuate  the  words  of  another.  While  in  some  instances  the  stenographer 
is  at  liberty  to  "edit"  what  he  transcribes,  ordinarily  he  is  supposed  to  make 
few,  if  any,  changes  in  wording  or  arrangement.  Then  the  problem  is  often  how 
to  punctuate  so  as,  in  some  degree,  to  compensate  for  faulty  construction,  and 
the  efficient  stenographer  recognizes  this  as  being  within  his  province. 

The  punctuation  marks  we  shall  consider  are  the  Period  (.),  Interrogation 
point  (?),  Exclamation  point  (  !),  Colon  (:),  Semicolon  (;),  Comma  (,), 
Dash  ( — ),  Parentheses  (  ),  Brackets  (  [  ]  ),  and  Quotation  marks  ("  "). 

The  lessons  that  are  to  be  punctuated  by  the  student  are  important.  Their 
marking  will  serve  as  a  visible  proof  of  his  understanding  of  the  work  gone 
over.* 


*J.  CHfFord  Kennedy,  Punctuation  Simplified. 


APPLIED    BUSINESS    PUNCTUATION  2ff7 

LESSON  XXXI 


THE   PERIOD 

1.  When  the  Period  Should  Be  Used 

The  period  should  be  used  at  the  end  of  a  complete  declarative  or  impera- 
tive sentence,  after  initials,  usually  after  abbreviations,  to  separate  hours  from 
minutes,  whole  numbers  from  their  decimal  fractions,  after  Arabic  numerals 
used  to  number  a  list  of  subjects,  paragraphs  or  parts  of  paragraphs,  after  side- 
heads  placed  at  the  beginning  of  paragraphs,  after  titles  when  followed  by  the 
name  and  author,  and  after  the  address  and  signature  of  letters ;  as, 

1.  We  received  your  telegram  this  morning. 

2.  Please  send  us  one  dozen  noiseless  erasers. 

3.  J.  G.  Whittier,  J.  G.  Holland. 

4.  Mr.,  Esq.,  M.  D.,  G.  F.  A.,  C.  O.  D.,  f.  o.  b.,  inst.,  viz.,  i.  e.,  et  al.,  etc. 

5.  Train  arrives  at  7.30  a.m.  and  leaves  at  7.40  a.m. 

6.  $4.80,4.006. 

7.  HISTORY 

1.  The  Colonial  Period 

2.  The  Confederation 

3.  The  Constitutional  Period 

8.  Break-down  Test. — This  test  was  made  for  break-down  at  a  potential  of  2,000 

volts. 

9.  Classified  Commercial  Correspondence. — Carolyn  H.  Locke. 

10.  Baltimore.  Md.,  May  19,  1909 

Carter  Publishing  Company,  • 

85  Wabash  Avenue,  ' 

Chicago,  Illinois. 

2.  When  the  Period  Should  Not  Be  Used 

The  period  should  not  be  used  after  headings  of  chapters,  subheadings,  run- 
ning titles,  Roman  numerals,  items  in  tabulated  matter,  contractions,  abbrevia- 
tions that  have  come  to  be  words  in  themselves,  nicknames,  1st,  2d,  3d,  etc.,  and 
after  displayed  lines  on  title  pages ;  as, 

1.  Chapter  III,  Third  Lesson,  Mortgage  Deed 

2.  Rules  for  forming  plurals  of  nouns 

3.  Louis  IX,  Book  III 

4.  Please  ship  via  S.  P.  R.  R.  the  following: 

20  bbl.  Cream  Meal 
S  bbl.  Family  Flour 
SO  lb.  Rice 
100  lb.  Sugar. 


208  APPLIED    BUSINESS    PUNCTUATION 

5.  Sec'y>  Ass'n,  Feb'y 

6.  ad,  per  cent 

7.  Ben,  Sam,  Dick,  Bess 

8.  4th,  22d,  23d 

9.  HIS    OWN    PEOPLE 

by 

BOOTH  TARKINGTON 

New  York 

Doubleday,  Page  &  Co. 

1907 


APPLIED    BUSINESS    PUNCTUATION  209 


Name Grade. 

EXERCISE  67 


Insert  the  periods  in  the  following: 

(Deduct  two  per  cent  for  each  error.) 

1  It  was  6  per  cent  of  the  gross  earnings 

2  He  bought  10  lb,  6  oz  of  sugar 

3  It  is  10  30  a  m  and  he  will  be  here  at  12  m 

4  I  shall  call  to  see  you  on  the  10th  inst 

5  The  G  P  T  A  and  the  A  G  F  A  attended  the  convention 

6  Ind,  Jan,  State  St,  Messrs,  etc,  inst,  ult,  prox 

7  Tom    Brown,   Fred   Jones,   Jno   Smith,  and   Jos   Thomas   were   classmates   at  Yale 

College 

8  Beginnings  of  Rhetoric  and  Composition — A  S  Hill 

9  Chapter  II,  Classification  of  Nouns 

10  830  Michigan  ave , 

St    Louis,  Mo ,  Jan    1,  1909 
Ginn  &  Co  ,  Publishers, 
Studebaker  Bldg, 
Chicago 
Gentlemen : 

When  may  I  expect  the  shipment  of  books  that  I  ordered  on  the  2Sth  ult  ? 

I  hope  to  hear  from  you  soon 

Yours  truly, 

Wm    T   James, 

Pres 


APPLIED    BUSINESS    PUNCTUATION  211 

LESSON  XXXII 


THE  INTERROGATION  POINT 

1.  Direct  Questions 

The  interrogation  point  marks  the  end  of  a  direct  question ;  that  is,  a  ques- 
tion that  requires  an  answer ;  as, 

1.  Are  these  the  best  apples  that  you  have? 

2.  What  price  would  you  ask  us  a  dozen? 

3.  Why  ask  the  teacher  or  some  classmate  to  solve  that  hard  problem? 

2.  Indirect  Questions 

The  interrogation  point  should  not  be  used  after  an  indirect  question ;  that 
is,  one  that  does  not  require  an  answer ;  as, 

1.  He  asked  me  if  I  would  call  at  his  officd  to-morrow, 

2.  The  question,  Will  I,  is  seldom  used. 

3.  He  was  asked  the  question,  Who  goes  there,  but  received  no  answer. 

3.  Sentences  Partly  Interrogative 

The  interrogation  point  should  be  used  after  a  question  occurring  within 
a  declarative  or  imperative  sentence ;  as, 

1.  "What  have  you  to  say?"  he  demanded. 

2.  "Is  he  not  able  to  pay  the  money?"  asked  Portia, 

3.  Can  we  trust  him? — knowing  that  he  has  twice  refused  to  pay  for  goods  bought 

of  us,  and  that  at  present  his  financial  standing  is  not  the  best. 

4.  Series  of  Questions 

The  interrogation  point  is  placed  after  each  separate  question  in  a  com- 
pound interrogative  sentence;   as, 

1.  Can  the  property  be  exchanged  for  Lake  Forest  acres?  or  can  it  be  exchanged 

at  all? 

2.  Has  the  company  made  any  report  on  this  item  yet?  and  will  you  kindly  advise 

us  over  what  road  you  returned  it? 

3.  Was  the  bruise  in  the  flesh?  or  did  it  extend  to  the  bone?    Was  it  on  the  heel? 

or  on  the  toes?  or  on  the  instep? 
Observation. — When  the  sentences  are  complete  in  themselves,  each  should  begin 
with  a  capital  letter. 

5.  Questions  Not  Complete  until  End  of  Sentence 

When  a  sentence  is  not  complete  until  the  end  of  the  sentence  is  reached, 
the  interrogation  point  is  placed  at  the  end  of  the  sentence;  as, 

1.  Which  do  you  prefer,  the  brown  or  the  green  binding? 

2.  WTiich  order  shall  T  ship  first,  the  books  or  the  furniture? 

3.  When  shall  we  come,  to-day  or  to-morrow? 


212  APPLIED    BUSINESS    PUNCTUATION 

THE   EXCLAMATION    POINT 

1.  Interjections  and  Exclamatory  Expressions 

The  exclamation  point  is  placed  after  exclamatory  expressions  that  indi- 
cate emotion,  and  after  interjections  when  they  express  strong  emotion ;  but  if 
the  emotion  expressed  belongs  to  the  whole  sentence,  the  point  of  exclamation 
is  placed  after  the  entire  expression  rather  than  after  the  interjection;  as, 

1.  Wait !    you  are  angry,  and  you  are  forgetting  yourself. 

2.  Oh,  stop  that !    you  are  ill-mannered. 

3.  O  wise  young  judge,  how  I  do  honor  you! 

2.  Exclamatory  Sentences  in  the  Form  of  Questions 

The  exclamation  point  is  placed  after  sentences  that  are  interrogative  in 
form  but  exclamatory  in  spirit ;  as, 

1.  But  what  awak'st  thou  in  the  heart,  O  spring! 

2.  Oh,  where  can  rest  be  found ! 

Observation. — When  words  are  required  to  complete  the  thought  the  first  word 
following  the  exclamation  point  does  not  begin  with  a  capital  letter. 

3.  O  and  Oh 

The  vocative  "O"  is  properly  prefixed  to  an  expression  in  a  direct  address 
and  is  sometimes  followed  by  a  comma,  but  should  never  be  immediately  fol- 
lowed by  an  exclamation  point.  "Oh"  is  used  to  express  surprise,  delight,  fear, 
grief,  pain,  or  aspiration,  and  may  be  followed  by  either  a  comma  or  an  excla- 
mation point ;  as, 

1.  O  my  countrymen ! 

2.  O,  stay  !    (Indicates  a  wish.) 

3.  O  John  !   come  here. 

4.  Oh !    where  did  you  see  him  ? 

5.  Oh,  how  glad  I  am  to  see  you ! 

6.  Oh,  what  a  tangled  web  we  weave 
When  first  we  practice  to  deceive! — Scott. 

7.  Now  she  is  in  her  grave,  and  oh ! 

The  difference  to  me ! — Wordsworth. 

4.  Repetition  of  Exclamation  Point 

The  exclamation  point  is  most  eflfective  when  used  sparingly.  It  is,  how- 
ever, sometimes  repeated  for  emphasis;    as, 

1.  Fire  !  Fire  ! !  Fire ! ! ! 

2.  Ha,  ha,  ha  !   Tell  that  again  ! 

3.  "Farewell !"  she  sobbed,  "farewell !   farewell !   farewell !" 


APPLIED    BUSINESS    PUNCTUATION  213 


Name Grade 

EXERCISE  68 

Insert  the  periods,  interrogation  points,  and  exclamation  points  in  the 

following:  (Deduct  two  per  cent  for  each  error.) 

1  Will  you  kindly  endeavor  to  effect  a  settlement  through  your  department 

2  The  only  question  is,  How  should  these  laws  be  modified  or  extended  to  best  meet 

American  conditions 

3  If  you  are  still  looking  for  advancement,  will  you  kindly  send  me  a  formal  application 

stating  your  experience  and  qualifications 

4  Shall  we  do  this  work  or  shall  we  return  the  curtains  to  you  for  repairs 

5  Which  do  you  prefer,  the  money  or  the  books 

6  Two-thirds  of  all  the  wholesale  grocers  in  the  United  States  are  subscribers  to  the 

"Commercial,"  but  we  want  all 

7  "Pray,  what  is  that"  inquired  the  prince 

8  "How  was  that,  Jim"  I  asked 

9  "Well,  who  knows  anything  about  it"  he  questioned 

10  What's  become  of  Jim  Brown  of  Jack  Winters  of  all  the  boys 

11  You  how  dare  you  come  back 

12  Help  help  will  no  one  try  to  rescue  him 

13  Have  you  studied  Lesson  VH 

14  I  think  it  is  proper,  don't  you,  that  some  action  should  be  taken 

15  A  Daniel  come  to  judgment 

16  O  wise  young  judge,  how  I  do  honor  you 

17  How  much  elder  are  you  than  your  looks 

18  War  the  world's  had  war  enough 

19  "Is  he  not  able  to  pay  the  money"  asked  Portia 

20  But  does  any  one  speak  with  serious  disparagement  of  the  young  Ferdinands  of  our 

elder  friend  of  Billikens  and  Squire  Purdy 

21  And  is  not  this  boy  nature  and  human,  too  and  do  we  not  wish  a  house  on  fire  not  to 

be  out  until  we  see  it 

22  Indeed,  what  is  there  that  does  not  appear  marvelous  when  it  comes  to  our  knowledge 

for  the  first  time    How  many  things,  too,  are  looked  upon  as  quite  impossible  until 
they  have  been  actually  effected — Pliny 

23  You  know  who  critics  are — the  men  who  have  failed  in  literature  and  art — Disraeli 

24  If  I  were  an  American,  as  I  am  an  Englishman,  while  a  foreign  troop  was  landed  in 

my  country,  I  never  would  lay  down  my  arms, — never  never  never — Pitt 

25  There,  sir,  an  attack  upon  my  language    What  do  you  think  of  that     An  aspersion 

upon  my  parts  of  speech — Sheridan 

26  O,  sir,  I  must  not  tell  my  age 


APPLIED    BUSINESS    PUNCTUATION  215. 


Name Grade. 


EXERCISE  69 

Insert  the  periods  and  interrogation  points  in  the  following  lett&r: 

(Deduct  three  per  cent  for  each  error.) 

Chicago,  111,  May  17,  1909 
Mr  Ben  Miller,  Pres, 

Union  Steel  Co,  • 

Indianapolis,  Ind 
Dear  Sir : 

In  answer  to  yours  of  the  15th  inst,  would  say  that  your  shipment  left  Chicago, 
Tuesday,  Jan  5,  at  two  p  m  via  the  C  C  &  St  L  R  R  The  shipment  went  COD  We  are 
in  position  to  ofifer  you  the  following  easy  terms,  if  desired;  viz: 

15  per  cent  if  paid  in  10  days 
10      "      "     "      "     "  30      " 
5      "      "     "      "     "  60      " 
In  regard  to  the  table  oilcloth,  we  can  make  you  a  price  on  the  No  2  of  $160  per  yard, 
net;  i  e,  if  you  are  in  position  to  pay  cash  with  order 

When  shall  I  ship  No  3  linoleum  or  do  you  wish  us  to  hold  it  until  the  No  4  is  ready 
Will  you  kindly  let  us  know  if  the  terms  are  satisfactory 

Yours  respectfully, 
Theo  M  Scott  &  Co, 

Theo  M  Scott, 

Pres 


APPLIED    BUSINESS    PUNCTUATION  217 

LESSON   XXXIII 


THE  SEMICOLON 

1.  Members  of  a  Compound  Sentence 

The  semicolon  is  used  to  separate  short  members  of  compound  sentences, 
or  when  the  members  have  very  sHght  connection ;   as, 

1.  Send  the  best  goods  obtainable;  spare  no  expense  on  them. 

2.  The  general  prosperity  can  be  seen  on  every  hand ;  the  farmers  were  never  so 

well  oflF;  manufacturers  are  far  behind  in  their  orders;  mercantile  business  is 
unusually  large;  while  the  railroads  are  blockaded  with  freight  and  are  com- 
plaining of  a  shortage  of  freight  cars. 

3.  There  is  an  absence  of  intellectuality;  the  work  of  copyists  every  where,  abounds. 

2.  Expressions  in  a  Series 

The  semicolon  is  used  to  separate  expressions  in  a  series,  dependent  upon 
an  introductory  or  a  final  clause;   as, 

1.  We  can  supply  you  with  a  ledger  containing  1000  pages,  divided  as  follows :   650 

pages,  with  two  accounts  or  divisions;  125  pages,  three  divisions;  225  pages, 
six  divisions. 

2.  H.  H.  Hatch,  being  duly  sworn,  says  that  he  is  the  defendant  herein ;  ihat  he  has 

read  the  foregoing  complaint,  and  knows  the  contents  thereof ;  that  the  same 
is  true  according  to  his  own  knowledge,  etc. 

3.  If  we  think  of  glory  in  the  field;   of  wisdom  in  the  cabinet;   of  the  purest 

patriotism;  of  morals  without  a  stain — the  august  figure  of  Washington 
presents  itself  as  the  personification  of  all  these  ideas. 

3.  Semicolon  before  "But,"  "Otherwise,"  "Also,"  "Therefore" 

Many  clauses  introduced  by  such  words  as  "but,"  "otherwise,"  "also," 
"therefore,"  and  "for,"  denoting  contrast,  reference,  or  explanation,  should  be 
preceded  by  a  semicolon ;  as, 

1.  There  will  be  no  extra  charge  for  these  goods;  but  for  all  future  deliveries  an 

additional  charge  of  40  cents  a  thousand  will  be  made. 

2.  If  you  cannot  use  these  goods  at  this  price,  you  are  at  liberty  to  return  them  to 

us  and  we  will  credit  your  account ;  otherwise,  kindly  send  us  check  for  the 
amount  deducted. 

3.  The  study  of  grammar  is  very  beneficial  to  the  stenographer ;  for  it  helps  him  to 

detect  his  errors  in  speaking  and  writing. 

4.  Members  of  a  Compound  Sentence  Punctuated  with  Commas 

The  semicolon  is  placed  between  the  members  of  a  compound  sentence 
when  the  members  themselves  are  subdivided  by  commas;   as, 

1.  The  car  of  oats  goes  forward  to-morrow;   the  car  of  corn,  Saturday. 

2.  He  went  back,  after  considerable  delay,  and  hunted  for  it;  but  it  had  been  picked 

up  in  the  meantime. 


218  APPLIED    BUSINESS    PUNCTUATION 

3.  Yet  here  were  thousands  upon  thousands  of  pictures,  painted  with  laborious  art, 
and  these  in  turn  selected  from  other  thousands ;  and  not  ten  really  great 
paintings  amongst  them  all  upon  which  three  out  of  five  persons  could  agree. 

6.     Semicolon  before  "Viz.,"  I.  e.,"  "E.  g.,"  "Namely,"  "To-wit,"  "As,"  etc. 

Such  expressions  as  "viz.,"  "i.  e.,"  "e.  g.,"  "namely,"  "to-wit,"  "as,"  etc., 
are  usually  preceded  by  a  semicolon  and  followed  by  a  comma  when  used  to 
introduce  an  example  or  an  illustration ;   as, 

1.  I  have  three  requests  to  make  of  you;  namely,  be  punctual  in  getting  to  the  office; 

finish  your  work  each  day;  and  treat  office  matters  as  confidential. 

2.  Oliver  P.  Alorton  was  Indiana's  war  governor;  i.  e.,  he  was  governor  during  the 

Civil  War. 


THE  COLON 

1.  Formal  Introduction  to  an  Enumeration  of  Items  or  Particulars 

The  colon  is  used  after  a  formal  introduction  to  an  enumeration  of  items 
or  particulars ;  as, 

1.  We  are  to-day  shipping  you  the  following: 

100  bu.  Potatoes 
25  bbl.  Apples 
10  bbl.  Flour. 

2.  Chicago  is  divided  into  three  divisions :    the  West  side,  the  South  side,  and  the 

North  side. 

3.  I  cannot  do  that  for  two  reasons :    first,  I  am  not  a  member  of  the  state  com- 

mittee, and  arfi  therefore  not  eligible;    second.  Chairman   Smith  is  a  more 
experienced  man  than  I  am. 

2.  Before  Quotations 

A  colon  is  used  after  a  formal  introduction  to  a  quotation ;  as, 

1.  We  confirm  our  telegram  of  even  date,  as  follows : 
"Materials  higher.    Make  limited  sales  to-day." 

2.  The  President  writes  us   from  New  York:     "There  has  never  been   such   an 

increase  in  traffic  as  during  the  past  thirty  days." 

3.  We  quote  the  following  from  Gray's  "Elegy" : 

"The  curfew  tolls  the  knell  of  parting  day." 

8.     Compound  Sentences 

The  colon  is  used  between  the  members  of  compound  sentences  when  those 
members  are  not  closely  connected,  or  when  the  members  are  subdivided  by 

semicolons ;  as, 

1.    We  do  not  handle  this  quality  of  goods :  we  cannot  afford  to  run  the  risk  of 
injuring  our  reputation  as  dealers  in  high-class  articles. 


APPLIED    BUSINESS    PUNCTUATION  219 

2.  If  you  cannot  make  use  of  the  ten  pair  of  shoes  shipped  you  yesterday,  return 

them  at  our  expense;  or  if  you  can  dispose  of  them,  we  will  make  them  to 
you  at  $2.00  a  pair  net :  but  do  not  feel  under  any  obligations  to  keep  them, 
as  we  shall  be  glad  to  refill  the  order. 

3.  We  have  this  comfort:  we  have  company. 

4.  Small  debts  are  like  small  shot;  they  rattle  on  every  side,  and  can  scarcely  be 

escaped  without  a  wound :  great  debts  are  like  cannon ;  of  loud  noise,  but 
little  danger. — Johnson. 

4.  Introduction  to  a  Statement  or  Proposition 

A  colon  is  frequently  used  after  a  formal  introduction  to  a  statement  or  a 
proposition;  as, 

1.  Referring  again  to  the  matters  of  your  past  due  account :    we  are  somewhat 

surprised  that  we  have  not  heard  from  you,  etc. 

2.  It  happens  as  with  cages :    the  birds  without  despair  of  getting  in,  and  those 

within  despair  of  getting  out. — Montaigne. 

5.  Salutation  of  Letters 

The  colon  is  placed  after  the  salutation  of  letters ;  as, 
Dear  Sir : 
Dear  Sirs : 
My  dear  Friend : 


APPLIED    BUSINESS    PUNCTUATION  221 


Name Grade. 

EXERCISE  70 


Insert  the  periods,  interrogation  points,  exclamation  points,  semicolons, 

and  colons  in  the  following:  (Deduct  two  per  cent   for  each  error.) 

1  We  mail  you  new  catalog  showing  the  cultivators,  as  you  requested  also  some  of  our 

new  Texas  cultivators 

2  We  insist  on  receiving  your  check  for  the  full  amount  now  due  us  by  the  15th  inst 

otherwise,  we  shall  place  this  account  in  the  hands  of  our  attorneys  for  collection 

3  Of  course,  there  may  be  exceptions,  as  in  the  case  of  Mr  L  Longman  but  if  so,  we 

prefer  to  have  you  make  the  conditions  in  writing 

4  In  answer  to  your  advertisement  No  913  Tribune    we  have  known  of  your  property 

No  9671  Woodlawn  Ave  for  some  time 

5  This  will  probably  be  ample  recommendation  as  to  our  responsibility  however,  we 

would  request  that  you  have  your  banker  look  up  our  standing 

6  Our  commission  with  your  firm  has  expired  nevertheless,  appreciating  the  courtesy 

shown  us  by  you  in  securing  orders  for  our  product,  we  are  pleased  to  continue 
a  slight  acknowledgment  to  you,  as  follows 

7  I  am  in  a  position  to  offer  you  the  property  at  a  very  low  figure  viz,  $500  yearly  for 

five  years,  and  the  rest  on  the  sixth  year 

8  We  are  unable  to  pay  your  bill  for  the  following  reason  Mr  Brown,  our  partner,  is 

out  of  the  city 

9  Specifications  are  All  parts  to  be  planed  two  sides  inside  measurement  of  the  box 

to  be  12x12x11"  after  dressing,  the  thickness  of  the  head  to  be  ^",  and  of  the 
remainder  14" 

10  We  want  two  quotations  First,  for  the  sides  and  ends  in  one  piece,  tops  and  bottoms 

in  two  pieces,  tongued  and  grooved  where  they  are  pieced  Second,  all  the  parts 
in  one  piece 

11  If  a  note  is  lost  or  stolen,  it  does  not  release  the  maker  he  must  pay  it,  if  the  consider- 

ation for  which  it  was  given  and  the  amount  can  be  proved 

12  Since  talking  with  Mr  Smith,  I  have  been  promoted  to  the  superintendent's  office 

also,  I  have  received  quite  an  advance  in  salary 

13  I  found  three  kinds  namely,  violets,  anemones,  and  hepaticas 

14  You  may  have  the  position  i  e,  if  you  wish  to  accept  my  terms 


APPLIED    BUSINESS    PUNCTUATION  223 


Name Grade 

EXERCISE  71 

Insert  the  periods,  interrogation  points,  exclamation  points,  semicolons, 

and  colons  in  the  following:  (Deduct   two   per  cent  for  each  error.) 

1  No  iron  chain,  nor  outward  force  of  any  kind,  could  ever  compel  the  soul  of  man  to 

believe  or  disbelieve  it  is  his  own  indefeasible  right,  that  judgment  of  his  he  will 
reign  and  believe  by  the  grace  of  God  alone — Carlyle 

2  Wise  men  say  that  there  are  three  sorts  of  persons  who  are  wholly  deprived  of  judg- 

ment— they  who  are  ambitious  of  preferment  in  the  courts  of  princes  they  who 
make  use  of  poison  to  show  their  skill  in  curing  it  and  they  who  intrust  women 
with  their  secrets 

3  Wherever  literature  consoles  sorrow  or  assuages  pain  wherever  it  brings  gladness  to 

the  eyes  which  fail  with  wakefulness  and  tears,  and  ache  for  the  dark  house  and 
the  long  sleep, — there  is  exhibited  in  its  noblest  form  the  immortal  influence  of 
Athen  s — Macaulay 

4  He  said  that  in  his  whole  life  he  most  repented  of  three  things  one  was  that  he  had 

trusted  a  secret  to  a  woman  another,  that  he  went  by  water  when  he  might  have 
gone  by  land  the  third,  that  he  remained  one  whole  day  without  doing  any  busi- 
ness of  moment — Plutarch 

5  The  poorest  man  may  in  his  cottage  bid  defiance  to  all  the  force  of  the  crown  It  may 

be  frail  its  roof  may  shake  the  wind  may  blow  through  it  the  storms  may  enter 
the  rain  may  enter, — but  the  king  of  England  cannot  enter — Pitt 

6  A  man  ought  to  read  just  as  inclination  leads  him  for  what  he  reads  as  a  task  will  do 

him  little  good — Johnson 

7  Sherry  is  dull,  naturally  dull  but  it  must  have  taken  him  a  great  deal  of  pains  to 

become  what  we  now  see  him — Johnson 

8  I  am  a  great  friend  to  public  amusements  for  they  keep  people  from  vice — Johnson 

9  A  cow  is  a  very  good  animal  in  the  field  but  we  turn  her  out  of  the  garden — Johnson 

10  Mr  Kremlin  was  distinguished  for  ignorance  for  he  had  only  one  idea,  and  that  was 

wrong — Disraeli 

11  Knowledge  is  of  two  kinds  we  know  a  subject  ourselves,  or  we  know  where  we  can 

find  information  upon  it— Johnson 

12  After  dinner,  he  went  to  the  office  later,  to  the  theater 

13  My  persistent,  though  deferential  inquiries  elicited  from  her,  in  a  wavering  voice, 

that  she  had  not  previously  possessed  the  governor's  acquaintance  that  her 
entreaties  had  evoked  only  the  governor's  wrathful  orders  to  depart  from  the 
province  on  pain  of  sharing  her  father's  fate  and  that  La  Qiatre  had  refused  to 
allow  her  even  to  see  her  father  in  his  dungeon  in  the  Chateau  of  Fleurier 

14  All  of  the  executive  committee  were  there  Mr  James  of  Philadelphia,  Mr  Williams 

of  Newark,  and  Mr  Wright  of  Trenton 

15  Discontent  is  the  want  of  self-reliance  it  is  infirmity  of  will — Emerson 

16  I  was  born  an  American  I  will  live  an  American  I  shall  die  an  American — Webster 

[over] 


224  APPLIED    BUSINESS    PUNCTUATION 

17  When  a  man  is  tired  of  London,  he  is  tired  of  life  for  there  is  in  London  all  that  life 

can  afford — Johnson 

18  Talent  is  that  which  is  in  a  man's  power  genius  is  that  in  whose  power  a  man  is — Lowell 

19  There  is  no  mistake  there  has  been  no  mistake  and  there  shall  be  no  mistake — Welling- 

ton 

20  Sentimentally,  I  am  disposed  to  harmony  but  organically,  I  am  incapable  of  a  tune — 

Lanib 


APPLIED    BUSINESS    PUNCTUATION  225 

LESSON  XXXIV 


THE  COMMA 

1.  Elements  in  a  Series 

The  comma  should  take  the  place  of  the  conjunction  between  words  or 
phrases  used  in  the  same  construction ;  as, 

1.  It  is  all  good  land,  fenced  with  stone,  rails,  hedge,  and  wire. 

2.  It  is  all  good  land,  fenced  with  stone,  rails,  hedge  and  wire. 

3.  It  is  all  good  land  fenced  with  rails,  hedge,'  post  and  wire. 

4.  It  is  all  good  land,  fenced  with  hedge,  and  post  and  wire. 

5.  Sink  or  swim,  live  or  die,  survive  or  perish,  I  give  my  hand  and  my  heart  to  this 

vote. — Webster. 

6.  With  malice  towards  none,  with  charity  for  all,  with  firmness  in  the  right  as  God 

gives  us  to  see  the  right. — Lincoln. 

Observation. — Careful  writers  use  the  comma  before  the  conjunction,  unless  the  last 
two  members  of  the  series  have  only  the  force  of  any  one  of  the  other  members. 

Observation. — When  adjectives  that  precede  the  object  modify  other  words  as  well  as 
the  object,  commas  should  not  be  used;  as. 

That  beautiful  young  lady  Is  the  president's  daughter.  In  this  example 
"young"  modifies  "lady,"  "beautiful"  modifies  "young  lady,"  and  "that"  modifies 
"beautiful  young  lady." 

2.  Intermediate  Expressions 

Intermediate,  explanatory,  or  parenthetical  expressions  should  usually  be 
separated  from  the  rest  of  the  sentence  by  commas ;  as, 

1.  We  take  pleasure  in  sending  you  to-day,  by  your  order,  inclosed  invoice  of  goods. 

2.  The  goods,  which  were  extremely  unsatisfactory,  were  returned. 

3.  I  had,  on  the  contrary,  decided  to  employ  him. 

4.  Your  attention  is  called  to  a  claim  of  $100.00,  besides  interest,  against  you,  in 

favor  of  John  A.  Carter,  placed  with  me  for  collection. 

5.  J.  W.  Mathers,  being  duly  sworn  and  examined,  testified  as  follows :  etc. 

6.  Free  trade,  one  of  the  greatest  blessings  which  a  government  can  confer  on  a 

people,  is  in  almost  every  country  unpopular. — Macaulay. 

3.  Introductory  Expressions 

A  comma  is  usually  placed  after  words  or  expressions  used  by  way  of 
introduction;  as, 

1.  Answering  your  letter  of  the  4th  inst.,  the  terms  you  quote  are  satisfactory. 

2.  Please  Take  Notice,  that  H.  C.  Bell  of  Marshall,  111.,  is  the  attorney  for  the 

defendant  in  this  action. 

3.  In  response  to  your  inquiry  in  regard  to  the  action  taken  under  the  clause  of  the 

fortifications  act  of  March  1,  1901,  regarding  the  Isham  high-explosive  shell, 
I  have  to  say,  etc. 

4.  Sir,  I  would  rather  be  right  than  be  president. — Clay. 


226  APPLIED    BUSINESS    PUNCTUATION 

4.  Elements  Out  of  Their  Natural  Order 

A  word,  phrase,  or  clause  that  occupies  any  other  than  its  natural  place  in 
a  sentence  is  out  of  its  natural  order  and  should  be  separated  from  the  rest  of 
the  sentence  by  a  comma ;  as, 

1.  If  your  order  reaches  us  by  to-morrow,  the  15th  inst.,  we  can  mail  you  the  goods 

without  delay. 

2.  As  evidence  of  our  low  prices  and  square  dealing,  we  submit  to  you  the  following 

facts  and  figures,  etc. 

3.  When  a  man  assumes  a  public  trust,  he  should  consider  himself  as  public  property. 

— Jefferson. 

4.  Where  law  ends,  tyranny  begins. — Pitt. 

5.  Contrasted  Expressions 

Contrasted  expressions  should  be  separated  from  each  other  by  a  comma ; 
as, 

1.  It  is  a  condition  which  confronts  us,  not  a  theory. 

2.  You  may  go,  I  shall  remain  here. 

3.  It  appears  to  me  that  in  some  of  these  published  claims  they  have  misrepresented, 

or  that  they  are  fools  in  not  accepting  a  present  of  one  hundred  dollars. 

6.  Short  Quotations 

The  comma  is  used  after  informal  introductions  to  short  quotations;    as, 

1.  We  sent  you  telegram,  "Buy  1000  bu.  No.  2  wheat,"  which  we  now  confirm. 

2.  The  position   of  the  defendant   is   simply,   "I   admit  everything  that   is   in   the 

complaint." 

3.  He   heard   a   voice    from   the   distance   hallooing,    "Rip   Van    Winkle,    Rip   Van 

Winkle." — Irving. 

7.  Appositive  Terms 

Expressions  in  apposition  should  be  separated  from  the  rest  of  the  sentence 
by  commas ;  as, 

1.  Your  orator,  Hiram   Harper,  respectfull}^  shows  unto  your  Honor  that  on   or 

about,  etc. 

2.  I,  William  A.  Cummings,  to  whom  it  was  referred  by  an  order  of  this  Court  to 

hear,  etc. 

3.  We,  the  people  of  the  United  States,  are  lovers  of  republicanism. 
Observation. — This  rule  is  really  covered  by  the  rule  for  intermediate  and  explanatory 

expressions. 

8.  Correlative  Clauses 

The  comma  should  separate  two  correlative  clauses  when  the  conjunction 
is  omitted ;  as, 

1.  The  sooner  you  get  to  work  on  the  building,  the  sooner  you  will  get  your  money. 

2.  The  deeper  the  well,  the  cooler  the  water. 


APPLIED    BUSINESS    PUNCTUATION  227 

9.  Restrictive  and  Non-Restrictive  Clauses 

A  comma  should  be  used  before  an  explanatory  clause,  or  before  one  that 
presents  an  additional  thought ;  when,  however,  the  clause  is  restrictive  in  sense 
the  comma  should  not  be  used ;  as, 

1.  All  orders  that  reach  us  before  the  first  of  the  month  will  be  filled  immediately. 

2.  We  find  that  Alexander  Boss,  who  is  under  bond  by  you,  has  failed  to  account  for 

a  large  sum  of  money  received  by  him  and  belonging  to  us. 

3.  I  desire  to  get  a  position  where  there  is  a  good  opportunity  for  advancement. 

4.  I  have  had  four  years'  experience  in  the  general  office  of  the  Burlington  railroad, 

where  I  handled  a  large  amount  of  correspondence. 

5.  A  man  that  is  good  for  making  excuses  is  good  for  nothing  else. 

6.  The  copy  of  Longfellow's  poems,  which  I  bought  several  years  ago,  has  not  yet 

been  read. 
Observation. — Where  there  are  several  antecedents,  however,  before  the  restrictive 
relative  clause,  or  where  other  words  intervene  between  the  antecedent  and  the  clause,  the 
comma  should  be  used;   as, 

1.  I  have  apples,  peaches,  and  plums,  that  are  superior  to  any  to  be  found  on  the 

market. 

2.  No  one  could  have  been  chosen,  that  would  have  been  more  suitable. 

10.  Omissions 

Commas  should  be  used  to  indicate  important  omissions ;  as, 

1.  Chicago,  111.,  May  18,  1909. 

2.  Enclosed  find  check  for  $100,  amount  of  our  account  in  full. 

3.  We  will  sell  you  these  goods  at  9j^  cents,  one  per  cent  off,  thirty  days. 

4.  After  dinner,  he  went  to  the  office;  later,  to  the  theater. 

11.  Compound  Sentences 

The  members  of  short  compound  sentences,  when  closely  connected  in 
thought,  are  often  separated  by  commas  if  the  conjunction  is  omitted.  Where 
the  conjunction  is  used  the  comma  is  usually  not  necessary,  except  in  very  long 
sentences  or  where  the  members  are  contrasted ;  as, 

1.  The  wheat  market  is  on  the  decline  to-day  and  we  look  for  still  lower  prices 

to-morrow. 

2.  It  is  not  only  good,  it  is  the  very  best. 

3.  Yes,  it  is  true,  I  shall  go. 

4.  Perhaps  it  is  just  as  well  that  the  public  should  be  shut  off  from  a  complete 

understanding  of  the  points  at  issue,  and  a  standing  settlement  by  the  commis- 
sion ought  to  prove  more  nearly  final  than  a  compromise  between  the  dis- 
putants. 

12.  Subject  and  Predicate 

The  subject  is  often  separated  from  the  predicate  by  a  comma;   as, 

1.  Whatever  he  says,  goes. 

2.  The  air,  the  earth,  the  water,  teem  with  life. 

3.  The  country  that  Hudson  had  discovered,  possessed  a  good  harbor. 


228  APPLIED    BUSINESS    PUNCTUATION 

13.  Ambiguity 

The  comma  is  often  used  to  prevent  ambiguity ;  as, 

1.  We  enclose  your  letter  of  Dec.  7,  which  was  missent. 

2.  We  quote  you  $5.00  per  ton  for  your  wood,  subject  to  your  immediate  acceptance 

by  wire. 

3.  The  prisoner,  said  the  witness,  was  a  convicted  thief. 

14.  Figures 

With  the  exception  of  dates,  figures  should  be  separated  by  commas  into 
periods  of  three  orders  each ;   as, 

1.  $3,345. 

2.  645,346,252. 

15.  General  Rule 

Use  a  comma  to  indicate  a  slight  interruption  in  the  grammatical  construc- 
tion of  a  sentence,  where  no  other  mark  is  applicable;   as, 

1.  The  steamer  went  aground  during  a  dense  fog,  the  tide  having  been  on  the  ebb 

for  about  half  an  hour. 

2.  It  was  expected  that  the  boat  would  not  withstand  the  severe  strain  caused  by  the 

receding  tide,  and  would  go  to  pieces. 


APPLIED    BUSINESS    PUNCTUATION  229 


Name Grade . 

EXERCISE  72 


Insert  the  commas  in  the  following: 

(Deduct   two   per  cent  for  each  error.) 

1.  The  death  roll  from  typhoid  at  Ithaca  continues  to  lengthen  and  the  people  there  begin 

to  realize  the  fact  that  an  epidemic  of  this  character  cannot  be  wiped  out  in  a  week 
or  a  month. 

2.  Wherefore  the  plaintiff  demands  judgment  for  $1000.00. 

3.  Referring  to  your  favor  we  hand  you  herewith  bill  for  rent  on  your  house  and  lot 

$40.00. 

4.  In  reply  to  yours  of  recent  date  would  say  that  we  cannot  accept  your  terms. 

5.  I  have  no  doubt  therefore  that  you  can  secure  his  order. 

6.  The  verdict  as  a  matter  of  course  was  that  he  was  guilty. 

7.  After  having  spent  years  in  accumulating  it  his  fortune  was  gone  in  a  day. 

8.  We  shall  be  pleased  to  have  ydur  quotations  on  wheat  from  time  to  time  as  may  suit 

your  convenience  and  perhaps  may  be  able  to  do  some  business  with  you. 

9.  If  you  make  this  statement  to  all  who  sign  the  contracts  will  not  be  worth  much. 

10.  We  have  just  received  an  order  for  ten  chair  cars  four  cafe  cars  and  two  postal  and 

baggage  cars. 

11.  If  you  feel  like  taking  the  note  and  giving  me  credit  all  right;  if  not  return  it  to  me 

and  oblige  Yours  truly 

12.  I  went  with  him  to  Chicago  where  I  left  him. 

13.  He  left  the  City  of  New  York  where  he  was  doing  well. 

14.  Mr.  Haws  the  junior  member  of  our  firm  spent  several  months  in  Europe  last  fall. 

15.  Mr.  C.  L.  Wilson  our  traveling  salesman  will  be  in  your  city  on  Friday  the  10th  inst. 

16.  We  wired  you  yesterday  "Sold  100  shares  Erie"  and  now  confirm  same. 

17.  Il  is  simply  my  desire  not  my  command  that  this  shall  be  done. 

18.  We  are  sorry  there  has  been  any  misunderstanding  in  the  matter  and  hope  that  you 

will  be  able  to  see  your  way  out  of  it  without  any  loss. 

19.  We  are  anxious  to  accommodate  Mr.  Cook  if  it  can  be  done  consistently  with  your 

rules  under  the  present  condition  of  affairs. 

20.  The  relation  of  the  Transvaal  cars  to  which  reference  is  made  may  be  explained  etc. 

21.  Your  present  favor  inclosing  complaint  prepared  by  you  in  your  case  at  Tallahassee 

has  been  received. 

22.  For  your  own  and  Dr.  Wright's  information  concerning  the  subsequent  course  after 

the  operation  at  which  you  assisted  I  am  inclosing  herewith  a  carbon  copy  of  Miss 
Eleanor  Shaw's  case  record  the  record  being  more  elaborate  than  usual  because 
of  the  complex  and  multiple  lesions  which  required  to  be  remedied  to  obtain  the 
good  result  now  secured. 

23.  We  of  course  can  furnish  you  any  quantity  you  wish — say  200  sets — at  the  price  he 

named  f.  o.  b.  cars  here. 

[over] 


230  APPLIED    BUSINESS    PUNCTUATION 

24.  Gentlemen : 

We  are  in  receipt  of  credit  memorandum  from  South  Omaha  for  $1.00  allowance 
which  they  are  making  your  branch  for  account  of  F.  M.  Beardsley  and  which 
amount  we  are  placing  to  your  credit  on  the  supposition  that  you  desire  the  amount 
for  Mr.  Beardsley. 

25.  After  carefully  considering  your  proposition  of  the  1st  we  have  come  to  the  conclu- 

sion that  we  cannot  accept  your  terms. 

26.  Coal  iron  steel  and  oil  have  increased  in  value. 

27.  We  can  furnish  you  wool  blankets  in  white  black  and  white  black  and  red  scarlet  grey 

cardinal  and  fancy  plaid. 

28.  The  plaintiff  under  such  circumstances  would  not  be  bound  to  appear  at  this  time. 

29.  The  Lobe-Cutter  Lumber  Company  plaintiff  in  the  above-entitled  action  by  Carter  and 

Jones  its  attorneys  for  complaint  against  the  above-named  defendants  alleges :  etc. 

30.  J.  M.  Scott  being  duly  sworn  says  that  he  is  the  attorney  for  the  plaintiff  in  this 

action. 

31.  During  the  first  year  of  our  business  we  have  enjoyed  a  good  trade. 

32.  We  have  taken  this  matter  up  with  Mr.  Story  who  writes  us  that  he  will  wait  until 

you  receive  the  steel  from  Scotland. 

33.  This  insurance  was  written  as  you  know  upon  the  application  of  Mr.  John  Smith  who 

is  at  present  employed  in  our  New  York  oiBce. 

34.  For  over  two  years  the  two  that  were  left  were  not  used  and  then  in  1906  they  were 

sold. 


APPLIED    BUSINESS    PUNCTUATION  231 


Name Grade 

EXERCISE  73 
Insert  the  commas  in  the  following: 

(Deduct  two  per  cent  for  each  error.) 

1.  Garfield  the  second  martyred  president  was  bom  in  Ohio. 

2.  Puritanism  believing  itself  quick  with  the  seed  of  religious  liberty  laid  without  know- 

ing it  the  egg  of  democracy. — Lowell. 

3.  If  you  do  only  cheap  things  you  will  be  a  cheap  man. 

4.  In  the  acquirement  of  shorthand  skill  a  good  style  of  longhand  is  a  great  advantage. 

5.  As  an  object  of  primary  importance  promote  the  general  diffusion  of  knowledge. 

6.  In  fact  he  declared  it  was  of  no  use  to  work  on  his  farm. 

7.  In  my  judgment  the  tariff  on  anthracite  coal  should  be  removed  and  anthracite  put 

actually  where  it  now  is  nominally  on  the  free  list. 

8.  On  entering  the  Amphitheatre  new  objects  of  wonder  presented  themselves. 

9.  The  public  library  is  of  immense  value  to  all  our  pupils  especially  to  the  poor  child 

that  can  attend  school  but  a  few  years. 

10.  To  the  pure  all  things  are  pure. 

11.  To  the  unknown  men  that  lost  their  lives  in  the  Spanish-American  War  many  monu- 

ments have  been  dedicated. 

12.  "Sweet  smiling  village  loveliest  of  the  lawn 

Thy  sports  are  fled  and  all  thy  charms  withdrawn." 

13.  Young  man  young  man  what  are  you  learning  to  do  well? 

14.  I  too  regret  that  the  mistake  occurred. 

15.  Roughly  speaking  there  are  three  theories  of  government  which  may  be  respectively 

designated  as  paternalism  individualism  and  fratemalism. 

16.  The  true  strong  and  sound  mind  is  the  mind  that  can  embrace  equally  great  things 

and  small. — Johnson. 

17.  We  mutually  pledge  to  each  other  our  lives  our  fortunes  and  our  most  sacred  honor. 

— Jefferson. 

18.  As  Caesar  was  going  to  the  senate  house  he  saluted  the  seer  saying  "Well  the  Ides  of 

March  have  come."    But  the  seer  mildly  replied  "Yes  they  are  come  but  they  are 
not  yet  gone." 

19.  John  there  is  some  one  at  the  door, 

20.  Principle  is  ever  my  motto  not  expediency. — Disraeli. 

21.  It  is  true  and  there  is  no  help  for  it. 

22.  It  is  I  not  he. 

23.  It  is  right  not  wrong. 

24.  Be  temperate  in  youth  or  you  will  have,  to  abstain  in  old  age. 

25.  Uneasy  lies  the  head  that  wears  a  crown. 

26.  The  exploits  of  Mercury  himself  the  god  of  cunning  may  be  easily  imagined  to 

surpass  everything  achieved  by  profaner  hands. 

27.  Homer  the  greatest  poet  of  antiquity  is  said  to  have  been  blind. 

28.  Presents  I  often  say  endear  absents. — Lamb. 

[over] 


232  APPLIED    BUSINESS    PUNCTUATION 

29.  For  thy  sake  tobacco  I  would  do  anything  but  die. — Lamb. 

30.  His  children  too  were  as  ragged  and  wild  as  if  they  belonged  to  nobody. 

31.  Glass  bends  easily  when  it  is  hot. 

32.  The  lever  that  moves  the  world  of  mind  is  emphatically  the  printing  press. 

33.  Columbus  was  sent  to  the  University  of  Padua  where  he  acquired  such  knowledge  as 

was  then  taught. 

34.  Clever  men  are  good  but  they  are  not  the  best. 

35.  His  cow  would  either  go  astray  or  she  would  get  among  the  cabbages. 

36.  That  a  peculiar  state  of  the  mere  particles  of  the  brain  should  be  followed  by  a 

change  of  the  state  of  the  sentient  mind  is  truly  wonderful. 

37.  Whatever  is  is  right. 

38.  The  college  the  clergy  the  lawyers  were  all  against  me. 

39.  Morning  is  the  best  time  to  study  my  son. 

40.  France  and  Germany  together  have  a  population  of   100000000 'in   round  numbers 

against  our  probable  85000000  and  State  Forests  of  14500000  acres  against  our 
160000000  acres  of  National  Forests;  but  France  and  Germany  spend  on  their 
forests  $11000000  a  year  and  get  from  them  in  net  returns  $30000000  a  year  while 
the  United  States  spent  on  the  National  Forests  last  year  $1400000  and  secured  a 
net  return  of  less  than  $130000. 

41.  His  wife  kept  continually  dinning  in  his  ears  about  his  idleness  his  carelessness  and 

the  ruin  he  was  bringing  on  his  family. — Irving. 

42.  Reading  maketh  a  full  man;  conference  a  ready  man;  writing  an  exact  man. 

43.  Histories  make  wise  men;  poets  witty;  the  mathematics  subtle;  natural  philosophy 

deep ;    moral  grave ;    logic  and  rhetoric  able  to  contend. — Bacon. 

44.  Whoever  operates  a  motor  cycle  or  automobile  upon  any  highway  or  private  way  laid 

out  under  authority  of  the  law  recklessly  or  while  under  the  influence  of. intoxi- 
cants shall  be  punished  etc. 


APPLIED    BUSINESS    PUNCTUATION  233 

LESSON  XXXV 


THE  DASH 

1.  Change  in  the  Construction  or  the  Sentiment 

The  dash  is  used  to  indicate  an  unexpected  break  in  the  thought  or  gram- 
matical construction,  or  to  show  hesitation  on  the  part  of  the  speaker.  If  this 
broken  part  of  the  sentence  is  followed  by  the  taking  up  of  the  thought  pre- 
ceding the  interruption,  then  a  dash  is  used  to  indicate  its  completion  as  well 
as  its  beginning;  as, 

1.  The  owner  of  the  lot  became  tired  of  it — wanted  to  use  his  money  on  the  Board 

of  Trade — it  was  his  own  proposition  that  he  sell  it  at  this  low  price. 

2.  Stenographers  are  not  the  only  persons  who  are  not  quite  so  careful — no,  perhaps 

it  would  be  better  to  say  thoughtful — as  they  should  be. 

3.  Now,  taking  up  his  criticism — but  why  should  we  pay  any  attention  to  it  ? 

4.  He  had  no  malice  in  his  heart — no  ruffles  on  his  shirt. 

2.  Parenthetical  and  Explanatory  Expressions 

The  dash  is  often  used  to  separate  parenthetical  expressions  from  the  rest* 
of  the  sentence  where  the  expression  is  too  much  detached  to  require  commas, 
and  yet  too  closely  related  to  be  inclosed  in  parentheses.    The  dash  is  also  used 
before  and  after  words  or  expressions  added  by  way  of  explanation,  or  for  the 
sake  of  emphasis ;  as, 

1.  We  can  furnish  you  any  quantity  you  wish — say  200  sets — at  the  price  you  name. 

2.  We  hand  you  application  covering  your  boiler  insurance — $30,000,  premium  $200 — 

for  a  period  of  three  years. 

3.  We  shall  make  you  a  price  on  these  goods  in  a  few  weeks — the  first  of  April  at 

the  latest. 

4.  The  only  work  that  we  have  published  is  that  issued  for  our  correspondence  with 

our  clients — pamphlets  relative  to  our  securities. 

5.  It  is  a  story  of  New  England  life  that  he  [Whittier]  tells  in  "Snow-Bound" — the 

story,  in  fact,  of  his  boyhood  days. 

6.  To  do  things  so  profoundly  well,  never  grows  easy — grows  always  more  difficult. 

7.  Those  that  hated  him  most  heartily — and  no  man  was  hated  more  heartily — 

admitted  that  he  was  an  intelligent  man. 

3.  After  a  Series  of  Clauses. 

The  dash  is  used  after  a  series  of  expressions  that  are  separated  by  semi- 
colons and  have  a  common  dependence  upon  a  final  clause ;  as, 

1.  If  we  think  of  glory  in  the  field ;  of  wisdom  in  the  cabinet ;  of  the  purest  patriot- 
ism; of  morals  without  a  stain — the  august  figure  of  Washington  presents 
itself  as  the  personification  of  all  these  ideas. 


234  APPLIED    BUSINESS    PUNCTUATION 

4.  Subheads  and  Extracts 

The  dash  is  used  after  subheads  and  extracts  from  the  works  of  other 
authors ;  as,  • 

1.  TERMS. — Freight  net;  balance  two  per  cent  cash  ten  days;  sixty  days  net. 

2.  A  good  many  good  things  are  lost  by  not  asking  for  them. — McKinley. 

5.  Omission  of  Figures  and  Letters 

The  dash. is  used  to  indicate  the  omission  of  figures  or  letters;  as, 

1.  Study  pages  175—80. 

2.  The  years  1895—99. 

3.  Meeting  of  the  Eastern  Commercial  Teachers'  Association,  April  9 — 11,   1909. 

(This  means  April  9,  10,  and  11.) 

4.  We  can  make  you  a  price  of  9>4— 1 — 30.     (9]^,  one  per  cent  off,  thirty  days.) 

5.  Mrs.  B ,  on  A street. 

Note. — Writers  that  do  not  clearly  know  what  point  is  needed  always  make  the  dash 
serve  as  its  acceptable  equivalent.  It  has  been  so  much  overworked  that  one  author  has 
called  for  its  abolition. — De  Vinne. 


^  THE   PARENTHESIS 

1.  Parenthetical  Expressions 

Parenthetical  expressions  that  have  no  direct  bearing  upon  the  meaning  of 
the  sentence  should  be  inclosed  in  parentheses ;  as, 

1.  We  are  pleased  to  quote  you  on  three  Roller  King  Mills  (see  page  eight,  catalog 

sent  you). 

2.  I  wish  to  call  your  attention  to  Mr.  Gray's  letter   (copy  of  letter  inclosed),  in 

which  he  says  that  he  cannot  accept  our  proposition. 

3.  He  is  likely  (apt)  to  take  offense. 

4.  An  amateur  (literally,  a  lover)  is  one  who  pursues  an  art,  science,  or  a  game  for 

the  love  of  it,  not  for  a  livelihood. 

5.  Christopher  Marlowe    (1564 — 1593)    may  be  considered  as  the  founder  of  this 

poetic  and  romantic  drama. 

2.  Figures 

When  an  amount  expressed  in  words  is  followed  by  an  expression  of  the 
iame  amount  in  figures,  the  figures  should  be  inclosed  in  parentheses ;  as, 

1.  One  hundred  dollars  ($100). 

2.  We  have  entered  your  order  for  twenty-five  hundred  (2500)  kegs  of  nails. 
Observation. — Wherever    possible    the    comma    or    the    dash    is    preferable    to    the 

parenthesis  in  business  correspondence. 

Note. — Many  people  can  ride  on  horseback  who  find  it  hard  to  get  on  and  off  without 
assistance.  One  has  to  dismount  from  an  idea,  and  get  into  the  saddle  again,  at  every 
parenthesis. — Holmes. 


APPLIED    BUSINESS    PUNCTUATION  235 

BRACKETS 
Editor's  Notes 

The  brackets  inclose  an  explanation  made  by  some  other  than  the  speaker 
or  author ;  as, 

1.  Pupils  in  public  and  private  schools,  17,298,230  [it  seems  to  the  editor  that  this 

figure  must  be  too  high],  an  increase  of  278,520  over  the  previous  year. 

2.  I  went  into  the  army  before  I   should  have  gone — before  I  knew  I  was  in. 

[Laughter.] 

3.  While  woman  may  never  be  elected  to  Congress    she  will  continue  to  be  the 

"Speaker  of  the  House."    [Applause.] 

4.  In  matters  of  science  he  [Jeflferson]  was  rather  a  dabbler  than  a  philosopher. 
Note. — As  the  brackets  are  not  on  the  keyboard  of  the  ordinary  typewriter,  the 

stenographer  must  use  the  parentheses  instead.     This  liberty  is  allowable  only  in  type- 
written work. 


APPLIED    BUSINESS    PUNCTUATION  22,7 


Name Grade. 


EXERCISE  74 


Insert  all  necessary  punctuation  marks  in  the  following  sentences: 

(Deduct  two  per  cent  for  each  error.) 

1.  This  property  is  situated  in  lot  four  4,  block  two  2,  in  Harper's  Addition. 

2.  We  insist  on  our  order  No.  369  your  shop  No.  1744  being  shipped  at  once. 

3.  For  Sale  a  lot  50x145.  clear,  on  Sheridan  drive  Lake  Shore  drive,  east  front,  150  feet 

north  of  Barry  avenue. 

4.  While  it  is  for  your  own  interest  that  we  mention  these  things  and  we  could  not  be 

misunderstood  under  any  circumstances  still  you  realize  that  our  success  and  your 
work  are  interdependent. 

5.  There  were  mingled  feelings  of  joy  and  sorrow  at  leaving  the  old  home  place  at 

Haverhill  joy  because  he  did  not  like  to  farm  and  sorrow  because  in  it  his  own 
quiet  childhood  had  been  passed. 

6.  He  became  known  far  and  wide  as  an  abolitionist  a  man  strongly  opposed  to  slavery. 

7.  Apologies  a  very  desperate  habit  one  that  is  rarely  cured. — Holmes. 

8.  The  most  tangible  of  all  visible  mysteries  fire. — Hunt. 

9.  There  is  nothing  so  powerful  as  truth  and  often  nothing  so  strange. — Webster. 

10.  I  notice  the  leader  of  the  majority,  the  gentleman  from  New  York,  has  endeavored 

to  start  a  laugh,  but  it  has  been  smothered  in  its  very  incipiency.  Laughter  and 
applause. 

11.  The  office  boy  gets  a  schooling  that  is  perhaps  more  valuable  than  any  other  in  a 

business  career  a  schooling  in  alertness  and  attention  to  small  details. 

12.  Papa,  potatoes,  poultry,  prunes,  and  prism,  all  very  good  words  for  the  lips   especially 

prunes  and  prism. — Dickens. 

13.  The  maker  of  an  accommodation  bill  or  note  one  for  which  he  has  received  no  con- 

sideration, having  lent  his  name  or  credit  for  the  accommodation  of  the  holder 
is  not  bound  to  the  person  accommodated,  but  is  bound  to  all  other  parties  pre- 
cisely as  if  there  was  a  good  consideration. 

14.  I  would  have  nobody  control  me ;   I  would  be  absolute  and  who  but  I    Now,  he  that 

is  absolute  can  do  what  he  likes  he  that  can  do  what  he  likes  can  take  his  pleasure 
he  that  can  take  his  pleasure  can  be  content  and  he  that  can  be  content  has  no 
more  to  desire.  So  the  matter's  over  and  come  what  will  come.  I  am  satisfied. — 
Cervantes. 

15.  If  the  history  of  England  be  ever  written  by  one  who  has  the  knowledge  and  the 

courage  and  both  qualities  are  equally  requisite  for  the  undertaking  the  world 
will  be  more  astonished  than  when  reading  Roman  annals  by  Niebuhr. — Disraeli. 

16.  A  blessed  companion  is  a  book  a  book  that  fitly  chosen  is  a  lifelong  friend. — .^errold. 


APPLIED    BUSINESS    PUNCTUATION  239 

LESSON  XXXVI 


QUOTATION   MARKS 

1.  Exact  Words  of  Speaker  or  Writer 

Inclose  within  quotation  marks  the  exact  words  of  a  speaker  or  writer;  as, 

1.  We  have  wired  you  this  a.  m.  thus:    "Wire  mill  to  rush  Omaha  paper  immedi- 

ately; answer  if  ready,"  and  now  confirm  same. 

2.  "Primary  market  reports  and  business  news"  is  our  motto. 

3.  Congreve  said,  "There  is  a  great  deal  in  the  first  impression." 

2.  Quotations  Consisting  of  More  Than  One  Paragraph 

When  a  quotation  consists  of  more  than  one  paragraph,  the  quotation 
marks  should  be  placed  at  the  beginning  of  each  paragraph  and  at  the  end  of 
the  last  one. 

3.  Name  of  Author  after  Quotation 

When  the  name  of  the  author  is  given  after  a  quotation,  the  quotation 
marks  are  not  necessary. 

4.  Free  Use  of  Quotation  Marks 

It  is  a  reflection  upon  the  reader's  knowledge  of  literature  to  inclose  within 
quotation  marks  every  well-known  quotation. 

5.  Titles  of  Books,  Articles,  and  Plays 

Titles  of  books,  articles  and  plays  should  be  inclosed  within  quotation 
marks.  It  is  not  necessary  to  inclose  names  of  the  leading  periodicals  and 
newspapers;  as, 

1.  I  am  sending  you  a  copy  of  Lew  Wallace's  "Ben  Hur." 

2.  We  are   sending  you  a  circular  of  "An   Index  to  Recitations,   Readings,  and 

Dialogues,"  which  we  hope  you  will  read  carefully. 

3.  We  went  last  night  to  see  "Hamlet." 

6.  Quotation  within  a  Quotation 

When  one  quotation  occurs  within  another,  indicate  the  second  one  by 
single  quotation  marks ;   as, 

1.  The  following  is  a  quotation  from  the  works  of  Edwin  Hay :    'The  last  speech  of 

the  fallen  leader  ended  with  these  words :  'Ye  who  put  your  trust  in  princes, 
instead  of  swearing  allegiance  to  the  reigning  twin  should  pause  awhile  and 
look  ahead.' " 

2.  "Yes,"  he  said,  "I  know  it's  true  that  'Chickens  come  home  to  roost.* " 

7.  Special  Words,  Objectionable  Words,  Slang 

When  special  attention  is  invited  to  any  word,  it  should  be  inclosed  within 
quotation  marks ;  as, 

1.    The  words  "sold  by"  are  in  these  proofs. 


240  APPLIED    BUSINESS    PUNCTUATION 

2.  His  fondness  for  the  big  or  unusual  words  and  phrases  "empyrean,"  "nadir," 

"capriccio,"  "cui  bono,"  "coup  d'etat,"  shows  that  he  has  been  to  a  feast  of 
•  languages  and  stolen  the  scraps. 

3.  You  can  depend  on  our  being  "strictly  in  it." 

4.  We  are  "up  against"  a  "stiff"  proposition. 

Observation. — Single  quotation  marks  might  be  used  in  the  foregoing  illustration, 
but  it  is  preferable  to  limit  the  use  of  single  marks  to  the  quotation  within  a  quotation. 

8.  Words  Used  Aside  from  Their  Ordinary  Meaning 

A  word  or  expression  used  aside  from  its  ordinary  meaning  should  be 
inclosed  within  quotation  marks ;   as, 

1.  This  young  man  will  not  give  up  his  efforts  for  success  until  he  has  come  "under 

the  wire." 

2.  This  house  is  strictly  "on  the  square." 

3.  The  stenographer  is  sometimes  allowed  to  "edit"  what  he  transcribes. 

4.  I  passed  over  to  the  "silent  majority" — I  got  married. 

5.  The  novels  he  wrote  were  "novel"  indeed. 

6.  This  particular  man  had  a  fondness  for  the  "home  plate." 

9.  Technical  Words  and  Trade  Names 

Technical  words  and  trade  names  are  frequently  inclosed  within  quotation 
marks;  as, 

1.  We  have  about  40,000  lb.    of  "Oriental  Package"  New  Mexico  wool  on  hand. 

2.  We  have  some  "St.  Charles  Evaporated  Cream"  in  stock. 

3.  A  trader  "hedges"  to  avert  a  loss. 

4.  Though  "short"  trading  is  sometimes  called  "fictitious,"  it  is  by  no  means  different 

from  the  practices  that  prevail  in  every  business. 

10.  Names  of  Vessels 

It  is  not  necessary  to  quote  the  names  of  vessels,  although  it  is  an  old 
custom, 

11.  Quotation  Marks  with  Other  Marks 

Compositors  usually  place  the  period,  comma,  and  semicolon  before  the 
quotation  marks  as  they  appear  isolated  when  they  are  placed  after  them,  espe- 
cially in  the  case  of  the  period  at  the  end  of  the  sentence.  As  the  interrogation 
point  attd  exclamation  point  are  full-size  characters,  they  should  be  placed 
before  the  quotation  marks  if  they  belong  to  the  quoted  part  only,  and  after,  if 
they  belong  to  the  entire  sentence ;  as, 

1.  He  said,  "I  shall  go." 

2.  "I  shall  go,"  said  the  speaker. 

3.  The  apostrophe  is  used  to  denote  the  intentional  elision  of  a  letter  or  letters ;  as, 

"doesn't"  for  "does  not;"  "aren't"  for  "are  not;"  etc. 

4.  He  asked,  "Where  are  you  going?" 

5.  Did  he  ask,  "Where  are  you  going"? 

6.  We  heard  the  cry,  "Fire!  fire!  fire!" 

7.  Hark !    I  hear  the  cry  "Fire"  ! 


APPLIED    BUSINESS    PUNCTUATION  £41 


Name Grade 

EXERCISE  75 

Insert  all  necessary  punctuation  marks  in  the  following  sentences : 

(Deduct  two   per  cent   for  each  error.) 

1.  If  the  Bucket  Shop  makes  money,  it  must  follow  that  the  customers  lose  money. 

2.  The  prices  were  given  to  the  telegraph  operator  to  be  put  on  the  ticker. 

3.  The  letter  was  returned  indorsed  Pays  no  attention  to  notices. 

4.  Referring  to  quotations,  when  boxing  is  covered  by  f.  o.  b.  we  say,  boxed  f.  o.  b., 

which  means  free  of  cartage. 

5.  Please  send  me  a  subscription  of  allotment  blank  by  early  mail. 

6.  This  magazine  will  be  about  the  size  of  the  Ladies'  Home  Journal. 

7.  One  barrel  was  marked  Port  and  the  other  was  marked  Claret. 

8.  The  cheese  was  marked  full  cream. 

9.  Please  hand  me  exhibit  A. 

10.  I  came  over  on  the  steamship  Narragansett. 

11.  This  house  is  known  as  the  Henry  House. 

12.  The  cylinder  on  our  Jack  of  all  Trades  is  cracked. 

13.  Thank  God  for  tea    What  would  the  world  do  without  tea  how  did  it  exist  I  am  glad 

I  was  not  born  before  tea.    Sydney  Smith. 

14.  The  world  looks  "far  less  he  said  than  it  did  when  she  was  with  us. 

15.  It  is  his  sister  Elizabeth,  who  had  so  lately  left  him  whom  he  Whittier  names  so 

tenderly  as  our  youngest  and  dearest. 

16.  Sir 

Referring  to  the  following  provision  contained  in  the  Indian  Appropriation  Act, 
approved  March  3,  1903  That  the  time  for  the  opening  of  the  unallotted  lands  to 
public  entry  on  said  Uintah  Reservation,  as  provided  by  the  act  of  May  27,  1902,  be 
and  the  same  is  hereby  extended  to  Oct.  1,  1904.  I  have  the  honor  to  transmit  here- 
with a  copy  of  a  report  of  the  4th  inst.,  from  the  commissioner  of  the  General  Land 
Office. 

17.  Diogenes  lighted  a  candle  in  the  daytime,  and  went  about  saying,  I  am  looking  for  an 

honest  man. 

18.  The  words  shall  and  will  are  often  misused. 

19.  As  for  that,  said  Walden share,  sensible  men  are  all  of  the  same  religion.    Pray,  what 

is  that  inquired  the  Prince.    Sensible  men  never  tell.    Disraeli. 

20.  Why  may  not  a  goose  say  thus    All  the  parts  of  the  universe  I  have  an  interest  in 

the  earth  serves  me  to  walk  upon  the  sun  to  light  me  the  stars  have  their  influ' 
ence  upon  me.  I  have  such  an  advantage  by  the  winds  and  such  by  the  waters 
there  is  nothing  that  yon  heavenly  roof  looks  upon  so  favorably  as  me.  I  am  the 
darling  of  Nature    Is  it  not  man  that  keeps  and  serves  me    Montaigne. 

21.  The  mother  said  to  the  daughter.  Daughter,  bid  thy  daughter  tell  her  daughter  that 

her  daughter's  daughter  hath  a  daughter.    Hakewill. 

22.  Within  a  few  years  the  commerce  of  the  West  the  speaker  here  named  a  dozen  or 

more  States  will  equal  that  of  the  States  on  the  Atlantic. 

[over] 


242  APPLIED    BUSINESS    PUNCTUATION 

23.  Yes,  I  think  I  will  no  I  won't  under  any  circumstances. 

24.  Though  the  mills  of  God  grind  slowly, 

Yet  they  grind  exceeding  small.     Longfellow. 

25.  Robert  Burns  1759  1796  occupies  a  singular  position  in  literature. 

26.  One  afternoon  I  had  been  there  a  week  we  saw  a  horseman  come  galloping  over 

the  hill. 

27.  Now,  he  said,  you  have  said  you  believe  that  Honesty  is  the  best  policy. 

28.  The  Sun  comments  very  favorably  upon  Richard  Mansfield's  production  of  the  play, 

Julius  Caesar. 

29.  Gentlemen,  I  know  senator  Baker  Lincoln  had  known  him  for  over  thirty  years  we 

were  boys  together  in  Illinois. 

30.  DEALS   DEFENSE   A   BLOW 

The  hopes  of  the  defense  were  dealt  a  blow  when  Judge  Baker  interrupted  the 
argument  of  Attorney  Miller  with  this  question 

You  will  admit  that  the  president  of  a  national  bank  cannot  give  away  $50,000 
without  the  knowledge  of  the  bank,  without  its  being  a  misappropriation,  don't  you 

Yes,  replied  Mr.  Miller. 

But  you  would  say  that  the  banker  could  take  this  position  The  man  who  wanted 
the  money  could  go  to  the  banker  and  the  banker  say  to  him  Well,  I  can't  give  you 
that  amount  of  money,  but  if  you  come  in  with  a  blank  piece  of  paper  and  put 
somebody's  name  on  it  make  it  a  forged  note  and  bring  with  it  some  security,  I  will 
let  you  have  the  money 


APPLIED    BUSINESS    PUNCTUATION  243 


Name Grade 

EXERCISE  76 

Punctuate  the  following  letter:  (Deduct   two   per  cent  for  each   error.) 

Chicago  111  May  19  1909 
Channing  &  Woods 

Omaha  Nebr 
Gentlemen 

For  your  information  we  beg  to  state  as  follows 

That  during  the  past  ten  years  there  has  not  been  one  year  in  which  our  country 
agents  have  not  given  the  farmers  a  higher  grade  on  hundreds  of  thousands  of  bushels  of 
grain  than  it  was  entitled  to  or  than  we  could  have  obtained  for  it  at  Duluth  West 
Superior  Chicago  New  York  or  elsewhere 

That  our  interests  demand  that  we  give  the  closest  attention  possible  to  the  matter 
of  grades  at  terminal  markets  and  that  it  is  our  opinion  as  country  shippers  that  the 
grading  at  Duluth  and  Minneapolis  is  uniformly  fair  and  just 

That  the  difference  between  the  grades  given  the  farmers  by  our  buyers  and  the 
grades  received  by  us  at  the  terminals  represents  a  loss  to  the  elevator  companies  of  the 
Northwest  aggregating  hundreds  of  thousands  of  dollars 

That  the  statements  hereinbefore  made  are  contrary  to  the  prevailing  ideas  on  these 
questions  we  admit  but  we  can  produce  all  evidence  necessary  to  prove  the  correctness 
of  our  statements  and  that  for  this  purpose  we  cordially  invite  you  or  any  responsible 
person  whom  you  may  delegate  to  examine  our  books  and  records 

As  regards  the  question  of  weights  we  would  state  that  our  country  elevators  are 
equipped  with  the  most  approved  and  reliable  scales  made  that  they  are  carefully  and 
thoroughly  examined  and  tested  from  time  to  time  by  agents  traveling  superintendents  and 
scale  experts  that  our  agents  are  not  paid  to  rob  the  farmers  that  they  have  nothing  to 
gain  by  doing  so  and  that  the  farmer  of  to-day  is  too  intelligent  not  to  read  the  scales  and 
not  to  know  what  he  is  entitled  to  that  as  a  very  large  proportion  of  the  grain  grown  in 
the  Northwest  is  weighed  up  at  and  marketed  through  the  country  elevators  any  loss 
which  might  result  by  reason  of  irregularities  the  existence  of  which  we  deny  in  weights 
at  terminal  points  would  fall  on  the  country  elevators  not  on  the  farmers 

With  this  statement  of  facts  and  the  tender  of  proof  before  you  we  trust  that  you 
will  give  our  request  for  a  righting  of  the  wrong  done  us  your  early  and  favorable  con- 
sideration 

You  have  either  been  misquoted  or  misinformed  and  in  either  case  you  will  when 
in  possession  of  the  facts  as  they  exist  and  with  the  same  publicity  that  has  been  given 
your  purported  statements  correct  the  impressions  conveyed  to  the  public  by  the  publi- 
cation referred  to  viz  that  the  elevator  companies  are  robbing  the  farmers  of  the  North- 
west in  the  matter  of  grades  and  weights 

Very  truly  yours 


APPLIED    BUSINESS    PUNCTUATION  245 


Name *       Grade. 


EXERCISE  77 


Punctuate  the  following  article  :  (Deduct   two   per  cent  for  each   error.) 

DECLARATION    OF   INDEPENDEJNCE 

When  in  the  course  of  human  events  it  becomes  necessary  for  one  people  to  dissolve 
the  political  bands  which  have  connected  them  with  another  and  to  assume  among  the 
powers  of  the  earth  the  separate  and  equal  station  to  which  the  laws  of  nature  and  of 
nature's  God  entitle  them  a  decent  respect  to  the  opinions  of  mankind  requires  that  they 
should  declare  the  causes  which  impel  them  to  the  separation 

We  hold  these  truths  to  be  self-evident  that  all  men  are  created  equal  that  they  are 
endowed  by  their  Creator  with  certain  inalienable  rights  that  among  these  are  life  liberty 
and  the  pursuit  of  happiness  that  to  secure  these  rights  governments  are  instituted  among 
men  deriving  their  just  powers  from  the  consent  of  the  governed  that  whenever  any 
form  of  government  becomes  destructive  of  these  ends  it  is  the  right  of  the  people  to  alter 
or  abolish  it  and  to  institute  a  new  government  laying  its  foundation  on  such  principles 
and  organizing  its  powers  in  such  form  as  to  them  shall  seem  most  likely  to  effect  their 
safety  and  happiness  Prudence  indeed  will  dictate  that  governments  long  established 
should  not  be  changed  for  light  and  transient  causes  and  accordingly  all  experience  hath 
shown  that  mankind  are  more  disposed  to  suffer  while  evils  are  sufferable  than  to  right 
themselves  by  abolishing  the  forms  to  which  they  are  accustomed  But  when  a  long  train 
of  abuses  and  usurpations  pursuing  invariably  the  same  object  evinces  a  design  to  reduce 
them  under  absolute  despotism  it  is  their  right  it  is  their  duty  to  throw  off  such  govern- 
ment and  to  provide  new  guards  for  their  future  securitj"^  Such  has  been  the  patient 
sufferance  of  these  colonies  and  such  is  now  the  necessity  which  constrains  them  to  alter 
their  former  systems  of  government  The  history  of  the  present  king  of  Great  Britain 
is  a  history  of  repeated  injuries  and  usurpations  all  having  in  direct  object  the  establish- 
ment of  an  absolute  tyranny  over  these  states  To  prove  this  let  facts  be  submitted  to  a 
candid  world    *    *    ♦    ♦ 

We  therefore  the  representatives  of  the  United  States  of  America  in  general  con- 
gress assembled  appealing  to  the  Supreme  Judge  of  the  world  for  the  rectitude  of  our 
intentions  do  in  the  name  and  by  the  authority  of  the  good  people  of  these  colonies 
solemnly  publish  and  declare  that  these  united  colonies  are  and  of  right  ought  to  be  free 
and  independent  states  that  they  are  absolved  from  all  allegiance  to  the  British  crown 
and  that  all  political  connection  between  them  and  the  state  of  Great  Britain  is  and  ought 
to  be  totally  dissolved  and  that  as  free  and  independent  states  they  have  full  power  to 
levy  war  conclude  peace  contract  alliances  establish  commerce  and  to  do  all  other  acts  and 
things  which  independent  states  may  of  right  do  And  for  the  support  of  this  declaration 
with  a  firm  reliance  on  the  protection  of  Divine  Providence  we  mutually  pledge  to  each 
other  our  lives  our  fortunes  and  our  most  sacred  honor     Thomas  Jefferson 


APPLIED    BUSINESS    PUNCTUATION  247 

LESSON  XXXVII 


RULES  FOR  CAPITALIZATION 


Capitalize : 


1.     The  first  word  in  every  sentence,  and  the  first  word  of  every  line 
of  poetry;  as, 

1.  Our  salesman  will  be  in  Scranton  the  latter  part  of  next  week.     He  has 

with  him  a  very  complete  line  of  the  latest  novelties  from  Paris. 

2.  Neither  a  borrower  nor  a  lender  be, 

For  loan  oft  loses  both  itself  and  friend. — Shakespeare. 

.2.     The  important  words  in  the  title  of  a  book,  or  in  the  subject  of 
any  other  composition ;  as, 

1.  "Applied   Business   Punctuation,"   "Rational   Typewriting,"   "Letters   from 

a  Self-Made  Merchant  to  his  Son." 

2.  "The  Cultural  and  Practical  Value  of  the  Study  of  Shorthand,"  "Robert 

Emmet's  Speech  on  his  Trial  and  Conviction  for  High  Treason." 

3.     Every  direct  quotation  or  the  first  word  of  a  cited  speech;  as, 

1.  He  said,  "Haste  makes  waste." 

2.  On  departing,  he  said:     "Never  shall  I  forget  this  event." 

3.  I  thought  to  myself:     "This  is  the  day  of  all  days." 

Observation. — The  first  word  of  an  indirect  quotation  should  not  begin  with  a  cap- 
ital unless  the  operation  of  some  other  rule  requires  it;  as, 

1.  He  reminded  us  that  to  save   time  Is  to  lengthen  life. 

2.  The  old  adage  Is  true  that  haste  makes  waste. 


as, 


4.  The  first  word  after  a  colon  when  introducing  a  complete  passage ; 

1.  In  conclusion,  I  desire  to  say:     We  now  have  this  phase  of  the  matter 

under  discussion  and  will  reach  a  decision  this  week. 

2.  His  suggestiori  was  to  this  effect:     That  they  proceed  with  their  separate 

families  to  a  certain  point  and  there  join  the  colonists  from  Plymouth. 

3.  Replying  to  your  letter  of  recent  date:     We  have  looked  up  your  original 

order  and  find  that  it  was  for  ten  cases,  which  were  shipped  you  on 
the  21st. 

5.  The  first  word  in  the  complimentary  closing  of  a  letter;  as, 

1.  Yours  very  truly, 

2.  Respectfully  yoyrs, 

3.  Sincerely  your  friend, 


248  APPLIED    BUSINESS    PUNCTUATION 

6.  Proper  nouns  and  proper  adjectives;  as, 

1.  "We  join  ourselves,"  wrote  Choate,  "to  no  party  that  does  not  carry  the 

American  flag." 

2.  A  Frenchman  must  always  be  talking,  whether  he  knows  anything  of  the 

matter  or  not. — Dr.  Johnson. 

3.  Broad-breasted   Spain,   leaning   with  equal  love 

On  the  Mid  Sea  that  moans  with  memories. — George  Eliot. 

7.  Every  personified  noun ;  as, 

1.  How  wonderful  is  Death! 

Death  and  his  brother  Sleep. — Shelley. 

2.  Where   art   thou,   beloved   To-morrow? — Shelley. 


as, 


8.  In  resolutions,  the  first  word  following  "Whereas"  and  "Resolved ;" 

1.  Whereas,  The  said  plaintiff,  on  the  last  day  aforesaid,  in  the  county  afore- 

said, etc. 

2.  Resolved,  That  no  dispute  between  nations,  except  such  as  may  involve 

the   national   life   and  independence,   should   be    reserved   from   arbitra- 
tion. 

9.  As  a  rule,  nouns  followed  by  a  numeral  indicating  their  order  in 
a  sequence — particularly  in  the  case  of  a  Roman  numeral  capitalized;  as, 

1.  Grade  IV;  Art.  Ill;  Act  V;  Book  III;  Part  XI. 

2.  No.  63;  Section  17;  Vol.  II,  Ch.  5. 

10.  The  principal  words  in  busihess  and  residence  addresses : 

1.  Hon.  Alexander  McDowell,  House  of  Representatives,  Washington,  D.  C, 

2.  Mr.  L.  S.  Young,  care  of  First  National   Bank,  Philadelphia  Pa. 

11.  The  pronoun  "I"  and  the  interjection  "O ;"  as, 

1.  Thou  canst   not   say   I    did  it. — Shakespeare. 

2.  The  star-spangled  banner,  O  long  may  it  wave! 

3.  Thou  hast  all  seasons  for  thine  own,  O  death. — Mrs.  Hemans. 

Observation — "Oh,"  however,  is  usually  written  with  a  small  letter;  as, 

1.  Save,  save,  oh  save  me  from  the  candid  friend! — Canning. 

2.  But  oh  !   she  dances  such  a  way  ! — Suckling.  * 

12.  The  abbreviations  "C.  O.  D.,"  "P.  O.,"  "A.  D.,"  etc. 
Observation. — However,   "a.   m.,"   "p.    m.,"    "f.    o.   b.,"   are    preferably   written 

with  the   small  letters.  c 

13.  Abbreviations  of  titles  like  "D.  D.,"  "M.  P.,"  "Ph.  D.,"  etc. 
Observation. — Do  not   capitalize   these  titles  when   spelled  out  in  full;   write 

"doctor  of  divinity,"  "member  of  parliament,"  "doctor  of  philosophy." 


APPLIED    BUSINESS    PUNCTUATION  249 

14.  The  names  of  the  days  of  the  week  and  the  months  of  the  year, 
but  not  the  seasons,  unless  they  are  personified;  as, 

1.  The  Sunday  is  the  core  of  our  civilization. — Emerson. 

2.  The  new-born   May, 

As  cradled  yet  in  April's  lap  she  lay. — Erasmus  Darwin. 

3.  One  swallow  maketh  not  summer. 

4.  Take  Winter  as  you  find  him,  and  he  turns  out  to  be  a  thoroughly  hon- 

est fellow  with  no  nonsense  in  him. — Lowell. 

15.  Civic  and  ecclesiastical  feast-days;  as, 

1.  Labor  Day,  Thanksgiving  Day,  Decoration  Day,  Fourth  of  July. 

2.  Easter,  Whitsunday,   Pentecost. 

16.  Specific  geographical  terms,  and  the  points  of  the  compass  when 
they  denote  definite  parts  of  a  country ;  as, 

1.  The  North  Pole,  the  Equator,  the  Orient,  the  Levant. 

2.  An  aristocracy  had  grown  up  in  the  South. 

3.  All  his  life  he  had  lived  east  of  the  Mississippi  River,  but  in  his  fiftieth 

year  he  and  his  family  settled  in  the  West — first  in  Colorado  and  later 
in  New  Mexico. 

17.  Every  title  of  honor  or  respect,  civil  or  military,  preceding  the 
names;  as, 

1.  Professor   John    Morley,    President  Taft,    Congressman    French,    Senator 

Hoar,  Mayor  Davidson,  Captain  Hale,  Rear-admiral  Dewey. 

2.  The  President  (of  the  United  States),  the  Kaiser,  the  King,  the  Emperor, 

the  Pope  (with  reference  to  these  rulers). 

18.  Every  name  or  title  of  the  Deity;  as, 

1.  When  God  had  worked  six  days.  He  rested  on  the  seventh. — Old  TcstOr 

ment. 

2.  From  Thee,  great  God,  we  spring,  to  Thee  we  tend. — Dr.  Johnson. 

3.  Almighty,  Everlasting  God,  to  Thee  we  bow. 

19.  Books  and  divisions  of  the  Bible;  as, 

1.  Book  of  Job,  Gospel  of  St.  Luke,  First  Epistle  to  the  Corinthians,  Nevr 

Testament. 

2.  Sermon  on  the  Mount,  Lord's  Prayer,  Ten  Commandments. 

20.  The  names  of  religious  denominations  or  sects,  political  parties, 
and  philosophical,  artistic  and  literary  schools;  as, 

1.  Catholic,  Methodism,  Episcopalian,  Baptist,  Quaker. 

2.  Republican  party.  Socialist  party,   Liberal   party,  Whigs. 

3.  Theosophist,  Literalist,  the  Realistic  school  of  painting. 

21.  The  official  titles  of  religious,  social,  political,  commercial,  and 
industrial  organizations  and  institutions ;  as, 

1.     Young  Men's  Christian  Association,  Epworth  League,  West  End  Woman's 
Club. 


250  APPLIED    BUSINESS    PUNCTUATION 

2.  Tammany  Hall,  Kings  County  Democracy,  Chicago  Board  of  Trade,  Inter- 

State    Commerce    Commission. 

3.  University  of  the   City  of  New  York,  LaSalle   Institute,   North   Division 

High  School. 
Observation. — Do  not  capitalize  such  generic  terms  (a)  when  used  to  designate 
a  class;  (b)  when  standing  alone,  even  if  applied  to  a  specific  institution,  except  to 
avoid  ambiguity;  as, 

1.  The   various   commercial    associations    of   the    city   are 'to    hold   a   monster    mass 

meeting. 

2.  The  high  school  at  Springfield  is  considered  the  best  in  the  county. 

3.  The  Institute  announces  a  course  in  advanced  pedagogy,  beginning  October  i. 

Observation. — Capitalize  the  word  "government,"  however,  when  it  applies  to 
the  United  States   Government,  or  definitely  to  a  foreign  government. 

22.  The  names  of  governmental  departments,  legislative,  administra- 
tive and  judicial  bodies,  when  specifically  applied;  as, 

1.  Congress,   House  of   Representatives,  the   Senate,   House   of   Commons. 

2.  Board  of  Aldermen,  Department  of  Public  Roads,  War  Department,  Su- 

preme Court. 

23.  Names  of  important  and  accepted  historical  events  and  epochs;  as, 

1.  Revolutionary  War,  War  of  Independence,  Franco-Prussian   War,   Louis- 

iana Purchase,  Battle  of  Bunker  Hill,  the  Inquisition,  the  Middle  Ages, 
the  Age  of  Elizabeth. 

2.  'Tis   the   talent  of   our   English  nation. 

Still  to  be  plotting  some   new  Reformation. — Dryden. 

24.  Numbered  political  divisions ;  as, 

1.  The  Thirty-fourth  Ward  vote  was  unusually  large   this  year. 

2.  Judge    Mackey   was    delegated    to    represent    the    Fourth    Precinct    at   the 

nominating  convention. 

Observation. — Such  words  as  "ward,"  "precinct,"  etc.,  are  frequently  written 
with  a  small  letter. 

25.  The  names  of  streets,  boulevards,  parks,  buildings,  etc. ;  as, 

1.  Garfield  Avenue,  Tremont  Square,  St.  Charles  Place,  Thirty-second  Street. 

2.  Jackson  Park,  Botanical   Gardens,   Greenwood  Cemetery. 

3.  Congressional    Library,    St.    Regis    Hotel,   White    House. 
Observation. — Many  newspapers  do  not  capitalize  "street,"  "avenue,"  "boule- 
vard," etc.     (See  page  16,  "Applied  Business   English.") 

26.  The  chief  items  in  an  enumeration  of  particulars;  as, 
Please  send  us  at  once  the  following  order; 

25  lbs.  Mocha  and  Java  Coflee 
10-gal.  case  New  Orleans  Molasses 
25  Bushels  Potatoes 
10  boxes  Sapolio 


APPLIED    BUSINESS    PUNCTUATION  251 


Name Grade 

EXERCISE  78 

Underscore  each  word  in  the  following  sentences  that  should  begin 

with    a    capital    letter.  (Deduct  one  per  cent  for  each  error.) 

1.  the  association  has  gained  many  new  members. 

2.  our  finest  department  store  is  located  on  state  street. 

3.  the  street  was  closed  to  traffic. 

4.  thomas  hood's  "song  of  the  shirt"  is  one  of  the  classics  of  the  english 

language. 

5.  this  song  is  too  difficult  for  our  class. 

6.  on  that  one  point  the  democrats  and  the  republicans  hold  precisely  the 

same  view. 

7.  mr.  robert  j.  campbell,  president  of  the  hartford  civic  league,  is  a  man 

of  democratic  principles. 

8.  the. many  petty  revolutionary  wars  that  mark  the  history  of  the  south 

american  republics  have  been  due  to  fundamental  defects  in  the  na- 
tional constitutions. 

9.  section  1,  art.  II,  of  the  constitution  of  the  united  states,  provides  for 

the  election  of  the  president. 

10.  the  revolutionary  war,  which  resulted  in  the  independence  of  the  thirteen 

original  states,  had  its  direct  cause  in  the  tyranny  of  the  king  of  eng- 
land. 

11.  the  twenty-two  united  states  of  Switzerland  form  the  swiss  federal  re- 

public; each  of  these  states  is  known  as  a  canton. 

12.  canton  is  an  important  city  in  china. 

13.  the  oppression  of  the  king  led  the  people  to  make  a  declaration  of  their 

independence. 

14.  the  american  declaration  of  independence  was  signed  in  Philadelphia  on  July 

4,  1776,  in  the  old  state  house,  ever  since  called  independence  hall. 

15.  there  will  be  special  classes  for  teachers  during  the  spring  and  summer. 

16.  magnificent  autumn!     he  comes  like  a  warrior,  with  the  stain  of  blood 

upon  his  brazen  mail,  his  crimson  scarf  is  rent,  his  scarlet  banner 
drips  with  gore,  his  step  is  like  a  flail  upon  the  threshing-floor. — 
Longfellow. 

17.  president    lincoln,    president    garfield,    and    president    mckinley    are    our 

three  martyred  presidents. 

18.  the  sun  rises  in  the  east. 

19.  he  attended  one  of  the  best  universities  in  the  east — i  believe  he  said 

it  was  harvard  university. 

20.  William  shakespeare  is  undoubtedly  the  world's  greatest  poet. 

21.  why  have  we  no  shakespeares  to-day? 

22.  blessed  be  god,  the  father  of  mercies  and  the  god  of  all  comfort. — New 

Testament*  [ovEa] 


252  APPLIED    BUSINESS    PUNCTUATION 

23.  my  father  told  me  an  interesting  story  about  .the  greek  god  mercury. 

24.  this  letter  is  to  mr.  martin  c.  Stanley,  manager  of  the  boston  branch  of 

the  metropolitan  life  insurance  co.,  which  has  its  offices  in  the  security 
building. 

25.  my  uncle  is  a  member  of  congress. 

26.  his  address  is  hon.  Joseph  p.  wilson,  m.  c,  Washington,  d.  c. 

27.  the  president  vetoed  the  bill,  although  it  had  been  passed  by  both  the 

house  and  the  senate. 

28.  the  secretary  of  the  interior  and  the  chief  justice  of  the  united  states 

were  both  present  at  the  reception. 

29.  one  of  the  sentences  in  the  thanksgiving  proclamation  for  the  year  1908 

reads  as  follows:  "now,  therefore,  i,  theodore  roosevelt,  president  of 
the  united  states,  do  set  apart  thursday,  the  26th  day  of  november 
next,  as  a  day  of  general  thanksgiving  and  prayer." 

30.  mr.  william  Johnston  is  a  candidate  for  alderman  in  the  twenty-fourth 

ward. 

31.  both   the   university   of   Illinois   and   the   university    of   new    york    offer 

courses  in  commerce  and  finance. 

32.  i  wish  to  make  this  statement:     if  we  do  not  persist  in  th«  undertaking, 

we  cannot  expect  to  succeed. 

33.  he  belonged  to  the  impressionistic  school  of  artists. 

34.  that  self-conquest  is  a  true  victory  cannot  be  controverted. 

35.  he  said,  "self-conquest  is  a  true  victory." 

36.  the  university  announces  a  free  lecture  course  to  begin  tuesday,  January  10. 

37.  dr.  cook  claims  to  have  reached  the  pole  first;   he  was  beset  by  many 

perils  in  his  travel  north. 

38.  the  government  has  taken  formal  charge  of  the  canal  construction. 

39.  when  he  completes  his  present  year  at  the  university  he  will  have   se- 

cured the  degree  of  a.  b. 

40.  the  english  professor  assigned  us  locke's   "essay  on   the  human  under- 

standing" for  study. 


Applied 
Business  Correspondence 


By 
Rupert  P.  SoRelle 


APPLIED   BUSINESS   CORRESPONDENCE  255 

LESSON  XXXVIII 


INTRODUCTION 
THE  ART  AND  VALUE  OF  LETTER  WRITING 

A  large  part  of  the  world's  business  is  at  present  carried  on  by  corre- 
spondence. Formerly  business  men  wrote  only  when  it  was  absolutely  neces- 
sary; the  physical  work  of  writing  was  tedious.  The  stenographer  and 
typist,  quick  mail  service,  the  wide  distribution  of  products  and  business  rela- 
tions have  multiplied  correspondence  to  such  an  extent  that  it  has  been  made 
the  subject  of  special  study  and  reduced  almost  to  a  science. 

And  letter  writing  is  not  a  new  art;  it  has  been  practiced  probably  ever 
since  man  first  began  to  write.  Nearly  two  hundred  years  ago  there  lived  in 
England  a  nobleman,  Lord  Chesterfield,  whose  letters  have  been  handed  down 
to  us  as  models  of  style  and  elegance.  We  can  learn  much  from  these.  The 
quotations  from  Chesterfield  which  follow  deal  with  the  writing  of  business 
letters.  They  must,  of  course,  be  read  in  the  light  of  the  times  in  which 
they  were  written,  but  the  advice  they  contain  is  unquestionably  sound  even 
to-day : 

The  first  thing  necessary  in  writing  letters  of  business  is  extreme  clearness  and 
perspicuity;  every  paragraph  should  be  so  clear  and  unambiguous,  that  the  dullest  fellow 
in  the  world  may  not  be  able  to  mistake  it,  nor  obliged  to  read  it  twice  in  order  to 
understand  it.  This  necessary  clearness  implies  a  correctness,  without  excluding  an 
elegancy  of  style.  Tropes,  figures,  antitheses,  epigrams,  etc.,  would  be  as  misplaced  and 
as  impertinent  in  letters  of  business  as  they  are  sometimes  (if  judiciously  used)  proper 
and  pleasing  in  familiar  letters,  upon  common  and  trite  subjects.  In  business,  an  elegant 
simplicity,  the  result  of  care,  not  of  labor,  is  required.  Business  must  be  well,  not 
affectedly,  dressed,  but  by  no  means  negligently.  Let  your  first  attention  be  to  clearness, 
and  read  every  paragraph  after  you  have  written  it,  in  the  critical  view  of  discovering 
whether  it  is  possible  that  any  one  man  can  mistake  the  true  sense  of  it;  and  correct  it 
accordingly. 

*  *  *  * 
If  you  speak  the  sense  of  an  angel,  in  bad  words,  and  with  a  disagreeable  utterance, 
nobody  will  hear  you  twice,  who  can  help  it.  If  you  write  epistles  as  well  as  Cicero,  but 
in  a  very  bad  hand,  and  very  ill-spelled,  whoever  receives,  will  laugh  at  them;  and  if 
you  had  the  figure  of  Adonis,  with  an  awkward  air  and  motions,  it  will  disgust  instead 
of  pleasing.    Study  manner  therefore  in  everything,  if  you  would  be  anything. 

«      «      «      « 

Politeness  is  as  much  concerned  in  answering  letters  within  a  reasonable  time,  as  it 

is  in  returning  a  bow,  immediately Letters  of  business  must  be  answered 

immediately,  and  are  the  easiest  to  write  or  to  answer,  for  the  subject  is  ready.    There 
must  be  no  prettinesses,  no  quaintnesses,  no  antitheses,  nor  even  wit 


256  APPLIED    BUSINESS    CORRESPONDENCE 

Style  is  the  dress  of  thoughts ;  and  let  them  be  ever  so  just,  if  your  style  is  homely, 
coarse,  and  vulgar,  they  will  appear  to  as  much  disadvantage,  and  be  as  ill-received  as 
your  person,  though  ever  so  well  proportioned,  would,  if  dressed  in  rags,  dirt,  and  tatters. 
It  is  not  every  understanding  that  can  judge  of  matter,  but  every  ear  can  and  does  judge, 
more  or  less,  of  style;  and  were  I  either  to  speak  or  write  to  the  public,  I  should 
prefer  moderate  matter,  adorned  with  all  the  beauties  and  elegancies  of  style,  to  the 
strongest  matter  in  the  world,  ill-worded  and  ill-delivered. 

Joseph  Addison,  the  great  English  essayist,  was  another  vi^ho  valued 
the  importance  of  good  letter  writing.    He  wrote: 

I  cannot  forbear  mentioning  a  particular  which  is  of  use  in  every  station  of  life, 
and  which,  methinks,  every  master  should  teach  his  scholars ;  /  mean  the  wriiing  of  letters. 
To  this  end,  instead  of  perplexing  them  with  Latin  epistles,  themes,  and  verses,  there 
might  be  a  punctual  correspondence  established  between  two  boys,  who  might  act  in 
any  imaginary  parts  of  business,  or  be  allowed  sometimes  to  give  a  range  to  their  own 
fancies,  and  communicate  to  each  other  whatever  trifles  they  thought  fit,  provided  neither 
of  them  ever  failed  at  the  appointed  time  to  answer  his  correspondent's  letter.  I  believe 
I  may  venture  to  affirm,  that  the  generality  of  boys  would  find  themselves  more  ad- 
vantaged by  this  custom,  when  they  come  to  be  men,  than  by  all  the  Greek  and  Latin 
their  masters  can  teach  them  in  seven  or  eight  years.  The  want  of  it  is  very  visible 
in  many  learned  persons,  who,  while  they  are  admiring  the  style  of  Demosthenes  or 
Cicero,  want  phrases  to  express  themselves  on  the  most  common  occasions. 

The  ability  to  write  a  good  business  letter  is  one  of  the  most  valuable 
qualifications  the  stenographer  can  possess.  It  opens  the  door  to  immediate 
advancement  in  nearly  every  business  office.  When  a  business  man  finds 
that  he  can  depend  on  his  stenographer  to  write  many  of  his  letters  from 
a  few  notes,  he  will  always  avail  himself  of  this  added  service  power.  At 
first  only  the  unimportant  routine  letters,  it  is  true,  will  be  given  to  the 
stenographer  to  answer,  but  the  way  in  which  these  are  handled  will  furnish 
a  clue  as  to  just  what  he  is  capable  of  and  establish  a  basis  for  future 
promotion.  Good  correspondents  are  rare,  and  business  men  are  constantly 
on  the  lookout  for  those  who  can  really  write  letters  that  produce 
results.  These  are  for  the  most  part  recruited  from  the  stenographic  ranks. 
The  stenographer  has  a  rare  chance  to  learn  the  art  of  writing  good  business 
letters.  In  the  first  place,  the  men  who  dictate  the  letters  in  any  firm  are 
generally  men  who  know  the  business.  If  they  are  in  the  sales  department 
they  know  salesmanship,  and  the  arguments  for  and  against  their  products; 
if  they  are  in  the  advertising  department  they  are  fertile  with  ideas;  if  they 
are  in  the  credit  department  they  are  students  of  human  nature — and  so  on. 
Ideas  are  what  is  needed  in  writing  about  any  subject.  It  is  the  contact  these 
men  get  with  the  actual  business  processes  that  develops  ideas — makes  them 
sec  things  from  different  angles  and  in  new  lights,  thus  sharpening  their 
powers  of  discrimination  and  judgment. 


APPLIED    BUSINESS   CORRESPONDENCE  257 

THE  FORM  AND  MECHANICAL  CONSTRUCTION  OF  A  BUSINESS  LETTER 

As  in  everything  else,  custom  has  decreed  that  the  business  letter  shall 
follow  certain  conventional  forms  based  upon  convenience  and  clearness,  and 
the  wise  letter  writer  will  not  depart  far  from  these  prescribed  forms.  A 
business  letter  consists  of  eight  distinct  parts,  as  follows; 

1.  The  Heading 

2.  The  Date 

3.  The  Address 

4.  The  Salutation 

5.  The  Body  of  the  Letter 

6.  The  Complimentary   Closing 

7.  The  Signature 

8.  The  Dictator's  and  Stenographer's  Initials 

The  following  diagram  shows  how  the  various  parts  of  a  letter  should 
be  arranged  on  the  letterhead : 


(1)     y      The  Heading 

(2)     }   The  Date 


(3) 


The  Address 


(4)     }     The  Salutation 

(5)  


The  Body 


(6)     }  The  Complimentary  Closing 

(7)     }  The  Signature 

(8)     MB-T  }  The  Dictator's  and  Stenographer's  Initials. 

The  Heading. — The  heading  consists  of  the  printed  or  engraved  name 
and  address  of  the  individual,  firm,  company,  or  corporation  sending  the 
letter.    It  usually  contains  in  addition  to  this  the  telephone  number,  the  names 


258  APPLIED    BUSINESS    CORRESPONDENCE 

of  the  officials  of  the  company — if  it  be  a  company,  firm,  or  corporation — and 
other  facts  necessary  for  the  convenience  and  information  of  correspondents. 
When  the  letterhead  is  not  printed,  this  information  may  be  typewritten  and 
will  consist  then  merely  of  the  name  and  address.  The  following  forms  will 
give  an  idea  of  the  arrangement: 

THE  KNICKERBOCKER  HOTEL 

42d  Street  &  Broadway 

NEW  YORK  CITY 

April  1,  1913 


THE  FRIAR'S  CLUB 

44  West  44th  Street 

NEW  YORK  CITY 

January  19,  1913 

1328  Broadway 
New  York  City 

June  12,  1913 

When  written  on  the  typewriter  the  heading,  if  long,  should  be  single- 
spaced  in  order  to  make  it  as  compact  as  possible.  The  name  and  address 
should  always  be  given  at  the  top  of  the  letter.  Do  not  crowd  the  heading 
close  to  the  top  of  the  page;  leave  at  least  one  inch  margin. 

The  Date. — The  date  line  gives  simply  the  month,  the  day  of  the 
month,  and  the  year.  This  line  should  be  so  written  that  the  end  of  it  comes 
flush  with  the  body  of  the  letter.  In  order  to  give  a  proper  balance  to  the 
whole  letter,  some  correspondents  prefer  to  have  the  date  line  start  at  the 
same  point  on  the  typewriter  scale  as  the  complimentary  closing,  but  it  should 
never  be  begun  left  of  the  middle  of  the  sheet.  It  is  not  necessary  to  follow 
the  date  with  a  period  after  the  year.  The  ordinal  endings  d,  th,  st,  etc., 
do  not  follow  the  day  of  the  month  when  the  year  is  given.  It  is  objectionable 
to  write  dates  in  business  letters  thus :    9/16/13. 

The  Address. — The  address  of  a  letter  consists  of  the  name,  the  title, 
and  the  place  of  business  of  the  person  to  whom  the  letter  is  written.  The 
address  should  be  very  full — containing  all  the  information  necessary  for 
the  proper  delivery  of  the  letter,  since  the  envelopes  will  correspond  exactly 
with  the  address  in  the  letter.  Only  one  title  should  be  used.  Titles  and 
degrees,  however,  or  words  representing  the  person's  official  capacity,  may 


APPLIED    BUSINESS   CORRESPONDENCE  259 

be  used  when  one  does  not  include  the  other.  In  ordinary  business  letters 
the  address  should  be  placed  at  the  top  as  shown  in  the  diagram,  but  in  let- 
ters to  friends,  or  in  more  formal  correspondence,  it  may  be  written  in  the 
lower  left-hand  comer  (see  Illustration  No.  1).  The  address  may  consist  of 
two,  three,  or  four  lines  according  to  the  length.  When  a  letter  is  to  be 
addressed  to  a  firm  or  company  and  it  is  desired  that  it  go  to  an  individual  in 
the  concern,  the  words  "Attention  of "  (giving  the  name  of  the  indi- 
vidual) may  be  written  just  above  the  salutation  thus : 

The  Parker  &  Disbrow  Company, 
1125  Chestnut  Street, 

Philadelphia,  Pennsylvania. 

Attention  of  Mr.  Brown. 

Gentlemen: 


The  following  forms  will  show  the  proper  arrangement  of  addresses  as 
to  indentation: 

Model  1 

(0)      Mr.    C.   W.   Miller, 

(5)     Peekskill,   New  York. 

Model  2 

(0)   Messrs.  White  &  Partington, 
(5)  32  South  Wabash  Avenue, 
(10)  Chicago,  Illinois. 

Model  3 

Marshall  Field  &  Company, 

State  and  Washington  Streets, 
Chicago,  Illinois. 

Model  4 

Mr.  J.  E.  Rutherford 
The  Plaza  Hotel 

59th  Street  &  5th  Avenue 
New  York  City 

The  tendency  now  in  many  firms  is  to  omit  punctuation  in  the  heading  as 
well  as  in  the  date  line,  but  the  stenographer  should  adopt  this  practice  only 
on  request. 


260 


APPLIED   BUSINESS   CORRESPONDENCE 


CAPITAL 

$2,000,000 
SUnPLUS  AND  PROFITS 

*i.  eoo. 000 


ALFRCO  L.RIPLEY 

PReSIDCNT 

ALLCN    CURTIS 

VICE   PXtSIOCNT 

SEO.  B.WARREN 

CASHICR 
W,  r.  DURDETT 

«*aT.  CAaHiCR 


THE   STATE    NATIONAL    BANK 
OF    BOSTON 


August  2,  1913 


Sir: 

Your  letter  of  the  26th  Inst.,  asking  that  I  ad- 
vis©  you  "whether  Charles  H.  Matthews,  jury  coimnission- 
er  for  the  Eastern  district  of  Pennsylvania,  whose  occu- 
pation is  lawyer,  is  regularly  retained  or  employed  by 
any  railroad  or  other  large  corporation  likely  to  have 
litigation  before  the  court  with  which  he  is  connectedj** 
is  duly  received* 

Mr*  liatthews  has  been  for  many  years  a  member  of 
the  Philadelphia  bor  in  the  highest  standing,  and,  so 
far  as  I  know,  his  legal  practice  is  not  along  the  lines 
suggested  in  your  letter* 


iyfvpU^lhAy^ 


Hon.  George  W.  Wickersham 

United  States  Attorney  General 

Washington,  District  of  Columbia 
R-B 


An  Illustration  of  the  Formal  Style  of  Letter 
No.  1 


APPLIED    BUSINESS   CORRESPONDENCE  261 

The  following  block  margin  is  a  form  that  is  now  used  by  many  firms: 

Mr.  C.  M.  Blackstone 
1123  Broadway 
New  York  City 

The  Salutation. — The  salutation  in  a  business  letter  should  be  in  har- 
mony with  the  personal  relations  of  the  correspondents.  "Dear.  Sir"  and 
"Gentlemen"  are  now  the  most  common  forms.  "Dear  Sir"  is  used  in 
addressing  an  individual;  "Gentlemen"  in  addressing  a  firm,  company,  or 
corporation.  "My  dear  Sir"  and  "Sir"  are  more  formal  and  are  rarely  used. 
"Dear  Sirs"  has  fallen  into  disuse. 

In  official  correspondence,  such,  for  example,  as  that  exchanged  between 
departments  of  the  government,  "Sir"  is  the  form  generally  used. 

The  forms  "My  dear  Mr.  Smith"  or  "Dear  Mr.  Smith"  may  be  used 
when  there  is  a  personal  acquaintance  between  the  correspondents.  Some 
concerns,  to  avoid  the  cold  formality  of  "Dear  Sir,"  have  adopted  the  salu- 
tation "Dear  Mr.  Smith,"  but  generally  it  is  used  only  where  there  is  some 
bond  of  fraternal  relationship,  as,  for  example,  that  which  exists  between 
teachers,  or  the  members  of  some  craft  or  profession. 

"Dear  Madam"  is  the  generally  accepted  form  of  salutation  for  a  woman, 
either  married  or  single.  In  addressing  a  firm  composed  of  women,  "Mes- 
dames"  is  the  proper  salutation.  In  addressing  a  firm  composed  of  a  man 
and  a  woman,  the  proper  salutation  would  be  "Dear  Sir  and  Madam." 

The  Body. — The  body  of  the  letter  contains  the  message.  The  com- 
position of  the  letter  will  be  discussed  fully  in  another  chapter  of  the  book. 
The  body  begins  on  the  next  line  below  the  salutation,  indented  five  spaces 
from  the  margin.    All  other  paragraphs  should  begin  at  the  same  point. 

The  following  points  are  to  be  observed  in  writing  the  body  of  the  let- 
ter: The  subject  of  the  letter  may  be  written  in  the  upper  left-hand  corner 
just  above  the  name.  If  the  letter  deals  with  several  subjects,  each  subject 
may  begin  a  new  paragraph  and  be  introduced  with  a  word  or  two  indicating 
the  subject.    These  words  are  usually  written  in  capitals  or  are  underscored. 

Whether  to  use  double  or  single  spacing  in  the  body  of  the  letter  will 
depend  upon  its  length.  Most  letters  are  written  double-space.  In  single- 
spaced  letters  make  a  double  space  before  and  after  the  salutation  and  between 
paragraphs.  The  complimentary  closing  should  also  be  separated  by  a  double 
space.  Postscripts  should  be  added  at  least  a  double  space  below  the  signature 
and  should  always  be  single-spaced. 

The  second  and  following  pages  of  a  letter  should  be  written  upon  blank 
sheets  of  the  same  kind  of  paper  used  for  the  letterhead.    The  name  or  initials 


262  APPLIED   BUSINESS   CORRESPONDENCE 

of  the  person  addressed  are  placed  at  the  left-hand  margin  of  the  second  and 
following  pages  near  the  top.  The  number  of  the  page  should  follow  these ; 
thus,  "W.  E.  S. — 2".  When  it  is  necessary  to  indicate  the  date  on  the  second 
and  succeeding  pages,  it  should  follow  the  initials : 

E.  P*  H.-2-Jan.  23*13 


Our  position  is  that  your  company  became  again  a  common  carrier 
when  they  received  the  letter  at  Omaha,  as  there  oan  be  no  division 
of  identity  in  a  corporate  person.  The  C.  R>  I.  k?»   R.  R*  Co*  is 
the  same  corporate  person  at  Omaha  and  at  Femam,  and  it  makes  no  dif* 
ference  in  the  premises  whether  that  portion  of  the  corporate  person, 
in  Omaha  uses  the  mails  or  the  wires  to  correspond  with  the  person  at 
Famam.  That  is  certainly  within  the  corporation,  and  the  knowledge 
held  by  the  corporation  at  Omaha  can  be  held  of  no  avail  at  Famam 
simply  because  the  ordinary  means  of  transmission  has  not  conveyed  dis* 
position  to  Famam. 

Please  refer  this  to  your  general  solicitor  and  see  if  be  can  not 
grant  payment  of  our  claim. 


Tours  truly, 

ADDING^  RUG  4  CARPET  CO., 


Per 
y      ' I  '    Secretary 

RH-JS 
Ino. 

Illustration  of  the  Second  Page  of  a  Long  Letter 


Do  not  begin  a  paragraph  at  the  bottom  of  a  sheet  unless  there  is  room 
for  at  least  three  lines.  A  single  line  or  a  few  words  should  not  be  carried 
over  to  the  second  page.  The  stenographer  or  typist,  by  learning  to  estimate 
the  amount  of  space  required,  can  obviate  awkward  breaks  of  this  kind. 

Quoted  matter,  as,  for  example,  a  telegram,  can  be  made  more  prominent 
by  indenting  it,  both  right  and  left  margins,  and  writing  it  single-space.  If 
the  quoted  matter  contains  more  than  one  paragraph  the  quotation  marks 
should  be  used  at  the  beginning  of  each  paragraph  and  at  the  end  of  the  last. 
When  there  is  an  enumeration  of  particulars,  or  a  list  of  items — as,  for  exam- 
ple, in  an  order  for  goods — these  should  be  indented  and  tabulated. 

The  closing  words  of  a  letter,  as  "Awaiting  your  answer,"  or  "With  cor- 
dial good  wishes,"  usually  begin  a  new  paragraph.  These  should  be  followed 
by  a  comma,  as  the  sense  is  not  complete  until  the  complimentary  closing  is 
added.  Inclosures  should  be  indicated  at  the  left  under  the  dictator's  and 
stenographer's  initials;  as,  for  example,  "Inc.  2"   (meaning  two  inclosures). 


APPLIED    BUSINESS   CORRESPONDENCE  263 

The  Complimentary  Closing. — The  complimentary  closing  consists  of 
the  words  "Yours  truly,"  "Truly  yours,"  etc.  The  style  of  the  complimentary 
closing  must  be  determined  by  the  relationship  existing  between  the  corre- 
spondents. It  should  be  in  harmony  with  the  salutation.  The  complimentary 
closing  usually  begins  in  the  middle  of  the  line  so  that  ample  space  may  be 
left  for  it  to  balance  well  with  the  signature.  The  following  are  the  approved 
forms  of  complimentary  closing  for  business  letters: 

Yours  truly  Yours  respectfully 

Very  truly  yours  Sincerely  yours 

Truly  yours  Faithfully  yours 

Respectfully  yours  Cordially  yours 

Very  respectfully  yours  Yours  faithfully 

Never  close  a  letter  with  "Yours,  etc.,"  as  this  is  a  form  of  disrespect. 
Capitalize  only  the  first  word  of  the  closing. 

"Cordially  yours"  is  used  when  the  writer  wishes  to  express  a  more 
kindly  interest.  "Fraternally  yours"  is  confined  to  letters  between  members 
of  fraternal  orders,  insurance  companies,  etc.  The  closing  "Respectfully 
yours"  is  appropriate  in  letters  from  an  inferior  to  a  superior,  from  the  young 
to  the  aged,  from  a  stranger  to  a  person  of  prominence. 

In  addressing  a  petition  to  a  board  of  aldermen,  or  to  a  legislative 
body,  the  salutation  should  be  "Gentlemen"  or  "Sirs"  and  the  complimentary 
closing  should  be  "Respectfully  submitted."        • 

When  the  salutation  of  a  letter  is  omitted  it  is  customary  also  to  omit 
the  complimentary  closing. 

Such  titles  as  General,  Captain,  Colonely  in  either  the  salutation  or  com- 
plimentary closing,  should  not  be  abbreviated.  The  word  "remain"  should 
not  be  used  in  closing  a  letter  unless  there  has  been  previous  correspondence. 

The  Signature. — Signatures  are  usually  penwritten  by  the  dictator.  In 
the  case  of  firm  or  corporation  names,  the  name  may  be  typewritten  and  fol- 
lowed by  the  penwritten  signature  or  initials  of  the  dictator  of  the  letter. 
The  person  thus  signing  the  letter  should  give  his  official  designation  and  if 
he  has  none,  should  write  "per"  or  "by"  preceding  his  name.  When  penwritten, 
the  signature  should  he  legible.  There  is  really  no  excuse  for  an  illegible  sig- 
nature, yet  it  may  be  said  that  no  end  of  confusion  is  caused  by  the  failure  of 
writers  to  sign  their  letters  legibly,  to  say  nothing  of  the  failure  to  sign 
them  at  all.  Mistakes  in  filing  can  frequently  be  traced  to  misreading  illegible 
signatures. 


264 


APPLIED    BUSINESS    CORRESPONDENCE 


TowLE  MfcCompany 


NEW  YORK        SILYEESMIITHS 

17  MAIDEN  LANE         NBWBURYPORT 
SIUVERSMITHSBLDO     MASSACHUSETTS 


CHICAGO 
42  MADISON  ST. 
HEYWORTH  BLOC 


Newbuvi/porf 


December  1,  1913 


Davidson  &  Lauter,  Jewelers 

158  Main  Street 

Newark,  New  Jersey 
Gentlemen: 

Your  business  is  important  to  us;  we  are 
Just  as  glad  of  this  order  as  if  it  were  rrom 
our  largest  city  custoaer  for  it  shows  that  you 
like  our  silverware  and  find  our  service  satis* 
factory.  A  dozen  small  orders  mean  more  to  us 
than  one  large  order  for  they  mean  that  twelve 
dealers  are  creating  a  demand  for  our  products, 
a  demand  that  will  increase.  This  means  that 
your  business  will  grow  and  then  oUr  business 
will  grow. 

Very  truly  yours, 

TOWLBMFG.  COIPAN^. 

B-L  /iNewburypDrt  lianag 


This  is  an  Illustration  of  an  Ordinary  Short  Letter  with  Wide  Margins 

No.  2 


APPLIED    BUSINESS   CORRESPONDENCE  265 

A  signature  should  always  be  the  same.  Do  not  adopt  "J^n^^s  F.  Black" 
as  your  signature,  and  then  vary  it  by  writing  "J.  F.  Black,"  "Jas.  F.  Black," 
"J.  Frederick  Black." 

An  unmarried  woman  in  writing  a  business  letter  to  a  stranger  should 
always  prefix  to  her  signature  tlie  title  "Miss"  in  parenthesis,  thus:  (Miss) 
Myrtle  McMannis. 

A  married  woman  should  sign  herself  thus: 

Elisabeth  Mortimer 
{Mrs.  Harry  B.  Mortimer) 
and  letters  to  her  in  reply  would  be  addressed  Mrs.  Harry  B.  Mortimer.  If 
her  husband  is  not  living  she  would  sign  herself  thus :  (Mrs.)  Elisabeth  Mor- 
timer. A  signature  in  any  case  should  be  written  so  that  it  will  end  on  a 
line  with  the  body  of  the  letter.  In  typing  a  letter,  leave  sufficient  space  for 
sigfnature. 

Dictator's  and  Stenographer's  Initials. — These  are  placed  in  the  lower 
left  corner  of  the  letter,  a  double  space  below  the  signature,  and  are  usually 
written  thus:  S-T,  "S"  indicating  the  initials  of  the  dictator,  and  "T"  indi- 
cating the  stenographer.  The  word  "inclosure"  or  'Enclosures"  would  be 
written  a  single  space  below  this. 

THE  MECHANICAL  DETAILS  OF  A  BUSINESS  LETTER 

Theoretically,  the  business  letter  usually  consists  of  the  parts  explained 
in  the  foregoing. 

All.  these  features  as  they  should  appear  on  the  ordinary  business  letter 
are  shown  in  Illustration  No.  2.  They  are  remarkably  simple,  but  in  the 
handling  of  this  very  simple  material  the  stenographer  can  quickly  show 
whether  or  not  he  is  an  expert  in  his  work. 

From  the  mechanical  point  of  view,  business  letters  naturally  fall  into 
three  classes — the  short  letter,  the  ordinary  one-page  letter,  and  the  long 
letter.    Types  of  these  three  letters  are  illustrated. 

Hardly  any  two  letters  will  be  alike  so  far  as  length  is  concerned,  but 
all  are  arranged  on  the  same  general  plan.  The  test  of  the  stenographer's 
skill  is  the  arrangement  of  his  letter  so  that  it  complies  with  the  customary  form 
in  taste  and  in  artistic  balance. 

The  first  thing  to  be  considered  in  proper  disposition  of  the  matter  on 
the  page  is  margin.  A  simple  illustration  will  make  clear  the  correct  view 
of  the  margin :  The  eflfect  of  a  picture  is  much  enhanced  by  its  frame,  or  by 
a  wide  "mat"  around  it — if  it  is  an  engraving  or  water  color.  In  arranging 
a  letter,  consider  the  letter  itself  as  the  picture,  and  the  margin,  or  white  space 
around  it,  as  the  frame,  and  you  will  get  the  right  idea. 


266  APPLIED    BUSINESS    CORRESPONDENCE 


CbCVKbANo  orricc:  4e  lomain  strkkt  mills  at  winnkbaoo.  michioam' 

Wilson  &  Wheeler  Company 
LUMBER 

MANUFACTURERS    JOBBERS     IMPORTERS 
OENERAU   OFFICES:   WOOO    BUIUDINO 

TKLIFMONC    MICHISAN    «*■• 

DETROIT 


Uaroh  7,  1912 

Stlllman  Constfuetlon  Company 
Long  Island,  New  York 

(Attention  of  Mr.  Dvyer) 

Dear  Sir: 

You  have  been  dealing  in  building  materials  long 
enough  to  knov  what  the  roofing  problems  are  to  archi- 
tects and  contractors. 

Tiling,  patent  roofings— doubtless  you  have  handled 
them  all.  This  is  all  the  more  reason  why  you  will  be 
interested  in  the  samples  of  shingles  we  are  sending  you. 

Here  is  a  shingle  that  is  light  enough  in  weight  to 
be  practical,  yet  strong  enough  to  resist  both  storm  and 
sun.  By  a  series  of  actual  and  rigid  tests  we  are  able 
to  guarantee  it  as  the  least  susceptible  shingle  on  the 
market*  It  has  a  remarkable  endurance  with  paint,  and 
with  an  occasional  painting  it  wears  like  iron,  which 
makes  it  the  cheapest  roof  material  obtainable* 

Our  Mr*  Barry  will  be  in  Kelsey  next  week  to  tell 
you  more  about  this  special  shingle  and  to  talk  to  any 
builders  who  you  think  might  be  interested*  Meanwhile, 
we  suggest  showing  these  samples  to  your  most  important 
patrons  who  have  had  experience  in  this  lino  of  material, 
end  write  us  your  own  impressions. 

Yours  very  tiruly, 

WILSOJi  &  WHi3SLE5^  COMPANY 

Per^^S^^^K. 

EHU-A 

An  Illustration  of  a  Single-spaced  One-page  Letter 
No.  3 


APPLIED    BUSINESS   CORRESPONDENCE  267 


Attorneyamo  Counselor 

TMIRO  NATIONAL  SANK  BUILDING 

ST.LOUIS. 


September  6,  1912 

Hon*  W.  W.  Uorrow 

Treasurer  of  State 

Dee  Moinoe,  Iowa 

Dear  Sir: 

In  1908  one  William  Uartin,  a  resident  of  this  county, 
died,  leaving  four  hundred  acres  of  land  in  this  county  and 
BOffle  other  property.  By  descent  this  property  passed  to 
Edward  Uartin.  his  sole  surviving  brother  and  heir.   The 
whole  property  is  subject  to  collateral  inheritance  tax,  but 
no  effoi*t  has  been  made  to  enforce  the  payment  of  the  some, 
nor  is  there  anything  of  record  showing  its  subjection.  I 
happen  to  be  employed  to  pass  upon  the  title  to  eighty  acres 
of  this  Icuid  which  has  recently  been  sold,  and  I  have  advised 
that  the  tax  must  be  disoosed  of. 

Edward  Martin,  the  sole  heir,  died  over  two  years  ago. 
Sometime  prior  to  his  death,  he  conveyed  by  warranty  deed  the 
eighty  in  question,  and  as  this  land  deal  with  my  client  ie 
held  up   on  account  of  my  objection,  he  is  anxious  that  steps 
at  once  be  taken  to  dispose  of  the  tax  against  the  estate.  An* 
other  part  of  this  tract  of  land  and  some  town  property  has 
been  sold  without,  as  far  as  I  know,  any  attention  being  paid 
to  the  collateral  tax.  The  executor  of  the  estate  of  William 
Uartin  has  made  his  final  report  and  is  discharged  of  rscorl, 
and  the  estate  of  Edward  Uartin  io  still  pending.  Edward  War- 
tin  left  a  will  devising  the  remainder  of  this  land  to  differ- 
ent parties,  and  paz^  of  it  has  been  sold  twice  since. 

The  administrator  of  the  Vllliam  liartin  estate  wae  Charles 
Bane,  President  of  the  National  Bank  here,  and  the  executor  of 
the  Edward  Martin  estate  is  J.  P.  Reily  of  ?/est,  Iowa. 

We  have  seen  some  of  the  parties  upon  whom  the  statute 
makes  it  obligatory  to  proceed;  but  one  seems  to  say  that  the 
other  should  take  steps,  etc. —sort  of  shifting  the  reaponsi- 
bility--so  I  thought  best  to  notify  you  directly.  We  wish  ag- 
gressive measures  to  be  taken  at  once  to  clear  this  up  as  the 
pax>tieB  I  represent  desire  to  close  up  t:io  land  deal. 


OS. 


Illustration  of  a  Full-page  Letter  with  Proper  Disposition  of  Matter 

No.  4 


268  APPLIED    BUSINESS    CORRESPONDENCE 


The  Magazine  of  Business 

Wabash  &  Madison, Chicago 
44-60  East  23rd  St..  New  York 

A.W.  SHAW  COMPANY.  Ltd 

S4   Norfolk  Street.  Strand.  London 

Department   of  Advertising 
E.R.Crowe.  Eastern  Manager 


New  York  City 
July  28,  1913 

Mr.  A.  R.  Garrison 
New  York  City 

Dear  Sir: 

I  am  asking  you  to  read  the  inclosed  advance 
proofs  because  I  believe  thoy  contain  a  very 
timely  and  vital  message  to  every  thoughtful 
advertiser. 

Time  and  again  wo  have  been  asked  by  advertis- 
ers "Kow  does  SYSTEM  justify  its  big  September 
Number!" 

These  pages  —  a  personal  talk  of  Mr.  Shaw's 
with  SYSTEM'S  readers  to  appear  in  the  August 
issue  —  explain  the  fundamental  economic 
reasons  which  underlie  the  far-reaching  influ- 
ence of  this  issue* 

It  is  not  a  "special  number"  in  the  accepted 
sense  of  the  word.  It  is  sin^jly  the  natural 
outgrowth  of  actual  business  conditions  entire- 
ly beyond  SYSTESd'S  control. 

These  proofs  I  inclose  explain  this  peculiar  and 
very  important  situation  —  only  incidentally  do 
they  indicate  why  SEPTEMBER  SYSTEM  pays  advertis- 
ers from  50^  to  100/.  better  than  other  issues. 

Very  truly  yours, 


•.  /; 

Eastern  Manager* 
ERC-ADK 
inc. 

Illustration  of  a  New  Form — Block  Style 
No.  5 


APPLIED    BUSINESS    CORRESPONDENCE  269 

As  the  present  practice  is  to  use  letterheads  of  the  same  size  for  all 
letters,  it  is  obvious  that  the  shorter  the  letter  the  wider  the  margin  will  neces- 
sarily be — and  this  applies  to  the  top,  the  bottom  and  the  sides.  On  the  short 
and  medium  length  letters,  the  margin  at  the  bottom  may  be  left  a  little  wider 
than  the  others.  The  printed  pages  in  first-class  books  are  a  good  example  of 
this.  By  the  use  of  wide  or  single  space,  as  the  case  may  demand,  a  good 
margin  can  always  be  obtained.  Within  certain  bounds,  the  wider  the  margin 
the  better  the  appearance.  A  letter  should  never  present  a  crowded  appear- 
ance. A  single-spaced  letter  filling  the  sheet  from  edge  to  edge  is  about  the 
most  uninteresting  thing  imaginable.  A  study  of  the  make-up  of  good  books 
will  furnish  valuable  pointers  in  the  arrangement  of  letters  as  well  as  all  kinds 
of  typed  matter.  The  illustrations  shown  here  will  give  a  correct  idea  of  the 
proper  disposition  of  the  average  business  letter  on  the  letterhead. 

Another  point  to  be  taken  into  consideration  is  paragraphing.  Breaking 
the  matter  up  into  frequent  paragraphs  relieves  the  monotonous  appearance 
and  invites  the  reader  to  read  on.  Paragraphs  are  usually  indented  uniformly 
five  spaces.  There  is  some  diflference  of  opinion  on  this  point,  but  the  best 
correspondents  take  the  view  that  typewriting  is  but  another  form  of  print- 
ing and  should  be  regulated  by  the  rules  that  apply  to  printing. 

There  are  a  thousand  and  one  other  little  details  that  bear  on  the  subject 
of  arrangement  that  must  be  taken  into  account.  No  matter  how  good  your 
judgment  may  be  in  arranging  the  letter,  if  these  details  are  not  observed  the 
appearance  of  the  letter  will  be  marred.  A  few  of  these  points  are  tabulated 
for  the  convenience  of  both  typist  and  letter  writer  in  studying  and  reviewing: 

1.  The  letter  should  show  an  absolutely  even  touch. 

2.  Capitals  and  other  full-face  characters  should  be  struck  with  a  little  heavier 
touch  in  order  to  produce  uniformity  in  appearance  with  the  other  matter. 

3.  The  type  should  always  be  clean. 

4.  The  punctuation  marks  should  not  perforate  the  paper. 

5.  Fresh  ribbons  are  essential  to  good,  clear,  clean-cut  copy.  The  color  should  be 
in  harmony  with  the  printed  letterhead. 

6.  Erasing  should  be  avoided  as  much  as  possible. 

7.  Striking  one  letter  over  another  should  never  be  tolerated. 

8.  Poor  spacing  due  to  failure  to  strike  the  keys  in  even  time  can  be  overcome 
by  careful  practice. 

9.  The  right-hand  margin  should  be  as  even  as  it  is  possible  to  make  it. 

10.  Judgment  in  the  use  of  spacing  between  the  lines  adds  much  to  the  attractiveness 
of  the  letter. 

11.  Correct  and  uniform  indentation  of  paragraphs  adds  to  the  appearance. 

12.  Use  only  clean  paper  that  is  free  from  finger  prints.  Avoid  using  paper  that 
has  been  previously  used  as  a  "backing  sheet" 


270  APPLIED    BUSINESS    CORI^ESPONDENCE 

13.  Letters  should  be  written  on  good  paper  and  the  envelopes  should  match  the 
paper. 

14.  Letters   should   be   written   on   paper   of   the   accepted   letterhead    size — Sj^xll 
inches.     "Freakish"  stationery  of  all  kinds  should  be  avoided. 

15.  The  date  should  be  on  a  line  by  itself  and  be  even  with  the  right-hand  margin; 
a  period  need  not  follow. 

16.  Nearly  all  good  correspondents  now  place  merely  a  colon  after  the  salutation. 

17.  The  title  "Mr,,"  "Mrs.,"  "Miss,"  or  "Messrs.,"  etc.,  should  always  precede  the 
name.     Company  names  should  not  be  preceded  by  "Messrs." 

18.  Accuracy  in  spelling,  punctuation,  and  typing  must  be  closely  observed. 

19.  The  misspelling  of  a  name  is  unforgivable. 

20.  Improper  division  of  words  when  the  hyphen  is  used  is  a  common  error. 

21.  The  point  of  starting  the  complimentary  closing  should  be  determined  by  the 
length  of  the  signature,  and  should  balance  with  the  signature. 

22.  If  a  title  follow  the  signature  it  should  be  written  on  the  line  below  and  be 
even  or  nearly  even  with  the  right-hand  margin. 

23.  The  letter  should  be  examined  for  misprints  and  inaccuracies  before  it  is  taken 
from  the  machine. 

24.  Be  careful  to  see  that  the  letter  is  properly  folded. 

There  is  one  caution  that  every  young  letter  writer  should  observe,  and 
that  is,  not  to  attempt  to  copy  the  style  of  every  striking  letter  that  comes 
to  his  attention.  The  letters  that  come  to  any  one  office  are  extraordinarily 
varied.  A  large  proportion  of  them,  it  will  be  found,  are  poorly  arranged, 
poorly  typewritten  and  bear  unmistakable  signs  of  carelessness.  The  models 
given  here  conform  to  the  accepted  standards  and  are  used  by  the  best  business 
houses. 

The  Envelope. — The  chief  consideration  in  addressing  envelopes  is 
accuracy;  the  second,  attractive  form.  Too  great  care  cannot  be  exercised  in 
the  former.  The  spelling  of  the  name  is  very  important — and  it  should  be 
the  same  as  that  adopted  by  the  owner  of  the  name.  He  is  the  only  authority 
on  that — a  law  unto  himself — and  it  is  a  mark  of  courtesy  to  consider  his 
wishes  in  that  respect.  The  name  occupies  the  first  line  of  the  address  on 
the  envelope,  the  number  and  name  of  the  street  is  placed  on  the  second,  and 
the  third  line  contains  the  name  of  the  city  and  the  state.  The  first  line  begins 
just  below  the  middle  of  the  envelope  and  each  succeeding  line  is  indented 
five  or  ten  spaces,  depending  on  the  size  of  the  envelope  and  the  length 
of  address.  The  name  of  the  state  should  always  be  given  even  when  the 
letter  is  addressed  to  a  large  city.  The  titles  "Mr.,"  "Mrs.,"  "Miss,"  or 
"Messrs."  should  always  be  used  unless  others  are  given.  Where  the  address 
is  long  it  may  occupy  four  lines.  A  letter  addressed  to  an  official  should  bear 
his  official  title  on  the  envelope.  All  lines  in  addresses  on  envelopes  begin 
with  capitals.    Punctuation  may  be  omitted  at  the  end  of  lines.    "No."  is  not 


APPLIED    BUSINESS   CORRESPONDENCE 


271 


required  before  street  numbers,  nor  "P.  O."  before  box  when  the  post  office 
box  number  is  given.  In  writing  c/o  use  a  small  "c."  Do  not  use  the  word 
"city"  in  addressing  envelopes.  The  forms  on  the  following  page  will  show 
the  proper  balance  of  addresses  on  envelopes . 

The  addresses  on  longer  or  larger  envelopes  should  be  arranged  similarly. 
A  new  form  of  addressing  envelopes,  adopted  by  some  concerns,  is  as 
follows : 

The  Mellin-Starr  Company 

262  Market  Street 

San  Francisco,  California 

Any  incidental  direction,  such  as  "Personal,"  "Box  19,"  "General  Deliv- 
ery," "Care  of,"  and  similar  instructions,  may  be  placed  in  the  lower  left-hand 
corner.    The  envelopes  should  always  bear  the  return  address  of  the  writer. 


Folding. — A  business  letter  should  always  be  folded  neatly, 
fit  the  envelope  snugly.    Each  fold  should  be  straight. 


It  should 


Figure  1 


Figure  2 


Figure  3 


An  ordinary-sized  letter  sheet  is  folded  properly  as  follows:  Grasp 
the  lower  end  of  the  letterhead  and  fold  upward  to  within  1/8  inch  of  the 
top — the  slight  margin  at  the  top  is  left  to  make  it  easier  to  separate  the 
ends  in  unfolding.  See  Figure  1.  The  second  fold  is  made  by  folding 
from  right  to  left — dividing  the  width  of  the  letterhead  into  three  nearly 
equal  divisions.  See  Figure  2.  The  third  fold  is  made  from  left  to  right, 
leaving  a  little  margin  as  shown  in  the  illustration,  in  order  that  the  letter  may 
be  easily  opened.  The  top  of  the  letter  when  it  has  been  properly  folded  and 
inserted  in  the  envelope  should  be  at  the  left  end  of  the  envelope  after  the 
letter  is  inserted. 

Letters,  of  course,  should  not  be  folded  until  the  signature  has  been 
attached. 


272 


APPLIED    BUSINESS    CORRESPONDENCE 


Jahn  and  oilier  Ei^ravin^  Ca 

554  W.  Allans  SI. 
ChicaAp 


BOI-SOS  SO.  LA  SALLe  ST. 


The  Uellln-Starr  Con^any 

262  Uarket  Street 

San  Francisco,   California 


A.  C.  McCLURG  *  Co.. 

BOOKgELLERa. 
PUBLISHERS  AND 


Mrs.  Herbert  W.  AUison 
c/o  Hotel  Essex 

Boston,  liassachusetts 


The  Oorhau  Company 

Fifth  Avenue  t  3eth  Street 
New  York  City 


Attention  of  IJr.  Bailey 


APPLIED    BUSINESS   CORRESPONDENCE  273 

EXERCISES 

Copy  and  arrange  the  following  according  to  the  principles  laid  down  in 
the  foregoing  discussion;  paragraph  and  complete  punctuation;  address 
envelopes  for  all  letters;  the  letter  in  each  case  to  be  inserted  under  the  flap 
of  the  envelope: 

1.  Mr.  James  Jordan,  Sandstone,  Minnesota:  Mr.  W.  A.  Egan  who  represents  us 
in  Wisconsin  tendered  his  resignation  this  morning  to  take  effect  about  August  15th. 
We  have  nobody  in  particular  in  view  for  the  vacancy  and  thought  you  might  be  able 
to  recommend  some  one  who  is  acquainted  in  that  territory  and  who  would  make  a  good 
man  for  us.  We  want  a  first-class  man  and  would  be  pleased  to  have  you  submit  the 
names  and  addresses  of  those  you  think  worth  investigating.  We  do  not  care  however 
to  have  too  many  applications  coming  to  us.  We  only  want  to  hear  from  those  who  are 
O.  K.    Hoping  to  hear  from  you  promptly  we  are  yours  very  truly. 

2.  Omaha,  Nebraska,  January  23,  1913.  Mr.  Edward  P.  Heminway,  Agt.,  C.  R.  I. 
&  P.  R.  R.  Co.,  Omaha,  Nebraska.  Gentlemen :  We  note  in  your  letter  of  recent  date 
the  contention  of  your  General  Solicitor  that  you  were  acting  merely  as  warehouseman  in 
the  matter  of  the  goods  burned  at  Farnam.  It  is  our  opinion  that  up  to  the  23d  of 
July  when  our  letter  was  received  by  Mr.  Hadlock  you  may  have  been  warehouseman 
but  on  receipt  of  that  letter  by  your  agent  at  Omaha  you  again  became  a  common 
carrier  charged  to  deliver  the  goods  to  us  in  safety.  We  know  that  as  warehouseman 
under  the  Nebraska  law  you  would  not  have  to  carry  the  risk  of  fire  except  as  it  might 
be  due  to  negligence  on  the  part  of  the  company.  However  it  would  not  be  hard  to 
prove  negligence  on  the  part  of  the  company  from  the  very  fact  that  they  permitted 
the  old  fire-trap  at  Farnam  to  be  used  to  house  merchandise.  But  that  is  on  the  side. 
The  point  is  that  on  and  after  July  1st  you  were  again  a  common  carrier  and  as  a 
common  carrier  you  are  liable  for  the  merchandise.  Disposition  was  given  at  the  very 
earliest  possible  moment  consistent  with  good  merchandising  as  the  goods  were  shipped 
on  a  bona  fide  order  and  we  had  no  reason  to  believe  that  the  consignee  would  not 
accept  them  and  we  were  justified  in  corresponding  with  him  first  before  giving  an 
order  for  their  return.  We  acted  with  all  possible  dispatch  and  your  company  was  in 
possession  of  disposition  the  day  before  the  fire  occurred.    Yours  respectfully. 

3.  St.  Thomas,  March  3,  1913.  Mr.  J.  B.  Thompson,  Frt.  Agent,  Canadian  Northern 
Ry.,  Toronto,  Ontario,  Canada.  Dear  Sir:  Referring  to  your  letter  of  Feb.  27th  ad- 
dressed to  our  Montreal  Office  in  connection  with  statement  covering  outstanding  freight 
charges  of  $15.60  on  car  of  scrap  wheels  from  St.  Thomas  to  Woodstock  we  do  not 
think  that  you  are  entitled  to  ask  payment  of  this  account  and  will  endeavor  to  give  you 
below  the  history  of  this  transaction.  We  were  desirous  of  making  prompt  disposal  of 
a  car  of  scrap  to  a  Woodstock  concern  and  telephoned  your  Storekeeper  Mr.  Reed  at 
Woodstock  stating  that  we  wished  to  obtain  as  nearly  as  possible  a  car  of  scrap  wheels 
for  Woodstock  delivery.  Mr.  Reed  stated  that  they  had  just  loaded  a  car  and  if  it  had 
not  gone  forward  he  would  arrange  to  have  this  delivered  in  Woodstock.  It  appeared 
however  that  this  car  had  left  before  Mr.  Reed  could  arrange  for  delivery  at  Wood- 
stock. When  it  arrived  in  St.  Thomas  the  writer  was  advised  of  its  arrival  and  informed 
your  freight  office  that  we  thought  this  car  should  have  been  stopped  at  Woodstock  as 
we  wished  to  take,  delivery  at  that  point.     We  were  given  to  understand  that  the  car 


274  APPLIED    BUSINESS    CORRESPONDENCE 

would  be  returned  to  Woodstock  without  freight  charges.  If  later  on  the  person  giving 
the  information  found  out  this  could  not  be  done  we  think  we  should  have  been  advised 
to  this  effect  and  asked  whether  we  wished  the  car  returned  or  not.  If  we  had  known 
that  there  would  be  freight  charges  covering  the  return  of  this  car  we  would  have 
taken  delivery  of  it  here  and  obtained  a  car  later  on  from  your  people  at  Woodstock. 
In  view  of  the  above  and  as  we  were  given  to  understand  this  car  would  be  returned 
without  freight  charges  we  do  not  think  you  are  entitled  to  ask  settlement  of  this  item. 
Yours  truly  Canadian  Car  Wheel  Foundry  Limited  Superintendent. 

4.  St.  Thomas,  March  4,  1913.  The  Alberta  Steel  Works,  Redcliff,  Alberta.  Gentle- 
men :  We  have  your  order  No.  3278  of  March  2  calling  for  16 — 28"  Cast  Iron  Wheels 
for  Jimmy  Cars  as  per  your  blue  piint  No.  360.  Upon  referring  to  blue  print  we  note  it 
calls  for  wheels  to  have  front  hub  flush  with  front  of  tread.  We  are  unable  to  make 
wheels  of  this  character  as  the  nearest  we  can  get  to  it  with  our  pattern  will  be  a 
3/16"  projection  from  tread  of  front  hub.  We  will  be  in  a  position  to  make  these  wheels 
in  a  day  or  two  and  we  are  arranging  to  make  same  with  the  3/16"  projection.  Please 
advise  us  by  return  mail  if  this  will  be  satisfactory.    Yours  truly  Superintendent. 

5.  Mr.  R.  W.  Standley,  245  Wabash  Avenue,  Springfield,  111.  Dear  Sir:  We 
acknowledge  receipt  of  your  letter  of  Jan.  29th.  We  will  mail  you  to-morrow  a  small 
platinum  screw  and  nut  for  SV  magneto.  We  return  stamps  for  12c  over-payment.  We 
are  not  the  manufacturers  of  your  magneto  which  was  imported  from  England  but  for 
the  convenience  of  the  American  owners  of  the  English  Buda  magneto  we  are  carrying 
a  stock  of  repair  parts.  We  regret  to  state  that  we  have  no  price  list  of  SV  parts  ready 
for  distribution  but  we  expect  to  get  one  of  these  out  shortly  when  one  will  be  sent  you. 
Awaiting  your  further  favors  we  are  very  truly  yours. 

6.  The  Regina  Motor  Mfg.  Co.,  4126  Delaware  Avenue,  Wilmington,  Del.  Gentle- 
men:  We  are  in  receipt  of  your  letter  of  February  11th  advising  that  you  shipped  four 
half-speed  gears  for  credit.  W^e  received  these  on  the  same  date  as  you  will  observe 
by  our  letter  asking  why  they  were  returned.  Some  weeks  ago  we  credited  you  with  a 
defective  half-speed  gear  which  you  had  returned  and  we  are  going  to  issue  a  credit 
memorandum  for  these  four.  Please  note  however  that  we  are  not  in  a  position  to 
credit  you  with  any  more  defective  or  worn-out  British  stock  which  you  may  return. 
Since  we  credited  the  first  gear  we  have  made  a  careful  examination  of  the  British 
spare-parts  stock  which  we  have  on  hand  and  find  much  to  our  surprise  that  it  is  deficient 
not  only  in  material  but  in  workmanship.  The  half-speed  gear  is  the  worst  part  of  the  lot. 
As  you  understand  these  are  not  made  by  ourselves  but  were  imported  from  England 
to  accommodate  the  owners  of  the  British  magnetos  sold  by  the  former  organization  of 
this  Company.  We  cannot  feel  that  we  are  responsible  for  the  quality  of  these  spare 
parts  as  we  profited  nothing  from  the  magnetos  themselves.  (You  will  recall  no  doubt 
that  the  order  for  the  British  magnetos  which  you  bought  was  placed  before  the  organiza- 
tion of  the  American  Company.)  The  position  which  we  have  adopted  therefore  is  that 
we  guarantee  fully  the  quality  of  work  which  we  put  on  the  repairs  of  those  magnetos 
but  as  far  as  the  material  and  the  spare  parts  themselves  go  the  owner  must  understand 
that  we  have  to  take  what  we  get  from  abroad  and  we  will  not  be  able  to  replace  any  that 
may  prove  deficient.  Credit  memorandum  will  be  sent  you  in  a  day  or  two  for  these 
four  gears  but  we  repeat  that  we  are  not  in  a  position  to  accept  the  return  of  any 
more  of  them  or  any  other  British  stock.  Very  truly  yours  The  Buda  Magneto  Mfg. 
CoMPANYj  Per Asst.  Treasurer. 


APPLIED    BUSINESS    CORRESPONDENCE  275 

LESSON  XXXIX 


TITLES  OF  ADDRESS;  SALUTATIONS 

Custom  decrees  that  every  name  must  carry  with  it  a  title.  The  titles 
generally  used  are  Messrs.,  Mr.,  Mrs.,  Miss,  Hon.,  Dr.,  Prof.,  and  sometimes 
Esq. 

Messrs.,  the  abbreviation  of  Messieurs,  the  French  for  gentlemen,  is 
applied  to  business  firms  that  are  in  the  nature  of  partnerships;  as,  Charles 
Scribner  &  Sons,  Mabie  Todd  &  Co.,  Chandler  &  Chandler.  Such  partner- 
ship names  can  generally  be  distinguished  by  "&"  preceding  the  word  com- 
pany. Although  many  such  firms  are  in  reality  corporations,  the  rule  is  a 
safe  one  to  follow.  The  Western  Electric  Co.,  Barrett  Manufacturing  Com- 
pany, are  obviously  corporation  names  and  should  not  carry  the  title  Messrs. 

Mr.  is  the  title  applied  to  a  man  who  has  no  other  known  title;  as  Mr. 
John  S.  Leech. 

Mrs.  is  the  title  of  a  married  woman;  as,  Mrs.  James  W.  Foster.  A 
widow  in  signing  a  letter  should  use  her  own  given  name,  or  initials,  and 
should  prefix  "Mrs."  in  parenthesis  before  the  name;  as,  (Mrs.)  Jean  Camp- 
bell. A  married  woman  should  sign  her  own  given  name,  and  write  underneath, 
in  parenthesis,  the  name  of  her  husband  with  "Mrs."  prefixed;  thus,  Mary 
Allen  (Mrs.  Geo.  E.  Allen).  If  a  woman  holds  an  official  position,  she  is 
given  the  same  title  that  in  the  same  case  would  be  given  to  a  man.  The  salu- 
tation for  a  woman  is  "Dear  Madam,"  whether  she  be  married  or  single. 

Hon.,  the  abbreviation  of  Honorable^  should  be  prefixed  to  the  names 
of  those  who  occupy,  or  have  occupied,  important  government  positions — cab- 
inet officers,  senators,  ambassadors,  governors,  lieutenant  governors,  mem- 
bers of  congress  or  of  state  legislatures,  judges,  mayors,  etc. 

Rev.  is  the  title  given  to  clergymen.  Rev.  Dr.  may  be  applied,  when  the 
given  name  or  initials  are  unknown,  to  a  clergyman  who  is  the  holder  of  a 
scholastic  degree  containing  the  letter  "D." 

Dr.  is  properly  applied  to  any  one,  either  a  man  or  a  woman,  who  is  the 
holder  of  a  scholastic  degree  containing  the  letter  "D." 

Prof,  is  applied  only  to  one  holding  a  professorship  in  an  educational 
institution  conferring  degrees.  It  is  not  properly  applied  to  teachers  in  sec- 
ondary schools,  or  to  teachers  in  general. 

Esq.  is  used  to  some  extent  in  the  legal  profession,  but  it  is  gradually 
giving  way  to  the  title  of  Mr.  The  two  titles — Mr.  and  Esq. — should  not  be 
used  together. 


276  APPLIED    BUSINESS    CORRESPONDENCE 

The  titles  Professor,  Governor,  Lieutenant^  President,  Captain,  General, 
etc.,  should  not  be  abbreviated  except  when  the  given  name  is  wrjtten.  Exam- 
ples: Gov.  John  A.  Dix.  If  the  given  name  is  omitted,  the  title  should  be 
spelled  out — Governor  Dix. 

No  two  of  the  foregoing  titles  may  be  used  together,  except  in  the 
instance  noted  of  Rev.  Dr.,  and  then  only  when  the  given  name  is  omitted — 
Rev.  Dr.  Gunsaulus. 

It  is  a  mark  of  discourtesy  to  omit  titles  of  distinction. 

Do  not  use  non-professional  titles  in  the  addresses  on  letters. 

"General  Manager,"  "President,"  "Secretary,"  etc.,  following  a  name 
are  used  merely  as  titles  of  designation  and  do  not  affect  the  prefixed  title, 
whatever  it  may  be. 

Government  Officials 

In  addressing  communications  to  departments  of  the  Government,  address 
the  officer  rather  than  the  individual. 

The  President:  To  the  President,  Washington,  D.  C,  Sir:  or  Mr. 
President:  The  President  is  the  only  official  whose  name  may  be  omitted 
in  the  address. 

The  Vice-President  :  To  the  Hon.  Thomas  R.  Marshall,  Vice-President 
of  the  United  States,  Washington,  D.  C,  Sir: 

A  Cabinet  Officer  :  To  the  Hon.  William  J.  Bryan,  Secretary  of  State, 
Washington,  D.  C,  Sir: 

A  United  States  Senator  :  Hon.  W.  E.  Borah,  U.  S.  Senate,  Washing- 
ton, D.  C,  Senator:    {My  dear  Senator,  if  the  writer  is  an  acquaintance.) 

A  Justice  of  the  Supreme  Court:  Hon.  Edward  D.  White,  Chief 
Justice  United  States  Supreme  Court,  Washington,  D.  C,  Sir: 

A  Congressman  :  Hon.  James  S.  Davenport,  House  of  Representatives, 
Washington,  D.  C,  Sir: 

A  Governor  :  To  His  Excellency  William  Sulzer,  Governor  of  New  York, 
Albany,  N.  Y.,  Sir:  or  Governor: 

Army  and  Navy 

A  General:  Maj.  Gen.  Leonard  Wood,  Chief  of  Staff,  War  Department, 
Washington,  D.  C,  Major  General: 

A  Minor  Commissioned  Officer:  Maj.  John  T.  Knight,  The  War  De- 
partment, Washington,  D.  C,  Major: 

Give  the  rank  in  the  salutation  to  any  officer  of  the  army  or  the  navy  above 
the  rank  of  Lieutenant;  "Sir"  is  the  proper  salutation  for  a  Lieutenant  or  non- 
commissioned officer. 


APPLIED    BUSINESS   CORRESPONDENCE  277 

The  Admiral:  Admiral  George  Dewey,  Navy  Department,  Washing- 
ton, D.  C,  Admiral: 

A  Rear-Admiral  :  Rear-Admiral  William  P.  Potter,  Navy  Department, 
Washington,  D.  C,  Rear-Admiral: 

A  Commander:  Commander  Henry  B.  Wilson,  Bureau  of  Navigation, 
Washington,  D.  C,  Commander: 

Clergy — Protesta  nt 

A  Bishop  (other  than  a  Methodist)  :  To  the  Right  Reverend  S.  W. 
Funsten,  Bishop  of  Idaho,  Boise,  Idaho,  Right  Reverend  Sir: 

A  Methodist  Bishop,  a  Clergyman,  or  Rector:  Rev.  Pembroke  W. 
Reed,  Rector  of  Trinity  Episcopal  Church,  Buffalo,  N.  Y.,  Reverend  Sir:  or 
Reverend  and  Dear  Sir: 

Clergy — Roman  Catholic 

A  Cardinal:  His  Eminence,  James  Cardinal  Gibbons,  The  Cathedral, 
408  N.  Charles  St.,  Baltimore^  Md.,  Your  Eminence: 

An  Archbishop:  Most  Reverend  James  Edward  Quigley,  D.  D.,  Arch- 
bishop of  Chicago,  Chicago,  Illinois,  Most  Reverend  and  Dear  Sir:  or  Your 
Grace: 

A  Bishop:  Right  Reverend  Edward  O'Dea,  D.  D.,  Seattle,  Washington, 
Right  Reverend  and  Dear  Sir:  or  Right  Reverend  Bishop: 

A  Female  Superior  of  Order  :  Reverend  Mother  Gervace,  1708  Summer 
St.,  Philadelphia,  Pa.,  Reverend  Madam:  or  Reverend  Mother: 

A  Female  Member  of  a  Religious  Order:  ^Sister  M.  Jeanette,  Domini- 
can Convent,  Jersey  City,  N.  J.,  Dear  Sister: 

Priest:  Reverend  G.  W,  Corrigan,  M.  R.,  St.  Joseph's  Church,  Newark, 
N.  J.,  Reverend  and  Dear  Sir:  or  Reverend  and  Dear  Father: 


EXERCISES 
Arrange  the  following  names  and  addresses  in  proper  form  and  give  the 
proper  salutations : 

Mr.  Willis  N.  Blakemore,  327  Elm  St.,  Salem,  Mass. 

Mrs.  Mary  E.   (Mrs.  James  R.)    Harris,  308  Forest  Ave.,  La  Grange,  111. 

Miss   Beatrice  F.  Lawrence,  715  Williams   St.,  Quincy,   111. 

Miss  Helen  M.  Bryce,  (teacher  of  modern  languages  in  the  Univ.  of  Minn.) 

Clayton  R.  Gowles  (teacher  of  astronomy  in  Chicago  Univ.). 

James  T.  Fitch,  M.  D.,  319  Delmar  Ave.,  St.  Louis,  Mo. 

Esther  R.  Stanton,  M.  D.,  5  Hamlin  Building,  Kansas  City,  Mo. 

Frederick  P.  Bourland,  LL.  D.,  83  Columbia  Terrace,  Cleveland,  Ohio. 


278  APPLIED    BUSINESS    CORRESPONDENCE 

Edward  F.  Dunne,  Governor  of  Illinois. 

Brand  Whitlock,  Mayor  of  Toledo. 

Dr.  Lyman  Abbott,  582  Madison  Ave.,  New  York  City. 

Rev.  Henry  Faville  (pastor  of  First  Congregational  Church,  Terre  Haute,  Ind.) 

Brother  Bernard,  St.  Bethany  College,  Newark,  N.  J. 

Father  Mortimer,  University  of  Ottawa,  Ottawa,  Ont, 

Sister  Superior,  St.  Mary's  Academy,  Melrose,  Mass. 

Sister  Cecelia,  Sacred  Heart  Convent,  Medina,  Pa, 

His  Excellency,  the  Most  Rev.  John  Bonzano,  D.  D.,  Archbishop  of  Militen. 

His  Eminence,  William  Cardinal  O'Connell,  Archbishop  of  Boston. 

Most  Rev.  Edmond  F.  Prendergast,  D.  D.,  Archbishop  of  Philadelphia. 

Rt.  Rev.  John  William  Shaw,  D.  D.,  Bishop  of  San  Antonio,  Texas. 

Rev.  Howard  Duffield  (pastor  First  Baptist  church),  Pittsburgh,  Pa. 

Rev.  John  Thomas,  D.  D.,  48  Pembroke  Ave.,  Boston,  Mass. 

Robert  E.  Speer,  D.  D.,  1796  Yale  Ave.,  New  Haven,  Conn. 

The  McCormick  Harvester  Company,  Moline,  111. 

Engle  &  Lawrence,  Attys.,  Blain  Block,  Baltimore,  Md. 

Miss  Verna  A.  Moore,  c/o  Webster  Institute,  Bethlehem,  Pa. 

Dr.  James  A.  Fisk,  Eureka  College,  Eureka,  Illinois. 

Henry  C.  Martin,  Box  584,  Raritan,  New  Jersey. 

Isabelle  K.  Jamison,  c/o  Mrs.  John  Martin,  3264  Monroe  St.,  St.  Louis,  Mo. 

Francis  H.  Drake,  Pres.,  National  Harvester  Co.,  Elgin,  111.     Personal. 

Baker  &  Taylor,  Advertising  Department,  54  Washington  Square,  New  York  City. 

The  Mayor,  City  Hall,  Chicago,  Illinois. 

Hon.  Carter  H.  Harrison,  Mayor,  City  of  Chicago,  Chicago,  111. 

Hon.  Carter  H.  Harrison,  Mayor,  City  Hall,  Chicago,  lUinois. 

F.  W.  Craft,  Att'y.,  408  Title  &  Trust  Bldg.,  Chicago,  Illinois. 

Hon.  John  P.  McGoorty,  Judge,  Circuit  Court,  Cook  Co.,  Court  House,  Chicago,  111. 

The  President,  White  House,  Washington,  D.  C. 

Hon.  James  F,  Burns,  Alderman  21st  Ward,  Council  Chambers,  Chicago,  111. 

Capt,  Nulton  J.  Elliott,  Co.  L,  27th  Infantry,  Ft.  Sheridan,  Illinois. 

Mrs.  Elizabeth  C.  Hamilton,  568  Rogers  Ave.,  Baltimore,  Maryland. 

Harris  &  Harris,  Electrical  Engineers,  Frick  Bldg.,  Pittsburgh,  Pa. 

Hon.  John  A.  Melville,  Department  of  War,  Washington,  D.  C. 

Superintendent  of  Public  Instruction,  Albany,  N.  Y. 

Hon.  Wm.  J.  Bryan,  Secretary  of  State,  Washington,  D.  C. 

Commissioner  of  Public  Improvements,  City  Hall,  New  York. 

Miss  Ida  M.  Jarvis,  Burt,  Kossuth  Co.,  Iowa. 

Mr.  Frederic  E.  Case,  Harrisburg,  Pa.,  General  Delivery,  Station  12. 

James  M.  O'Connor,  Kent,  Me.,  R.  F.  D.  Route  13. 


APPLIED    BUSINESS    CORRESPONDENCE  279 

LESSON  XL 


THE  COMPOSITION  OF  BUSINESS  LETTERS 

Ideas  are  the  basis  of  all  letter  writing.  Without  ideas,  no  matter  how 
much  you  know  of  the  technique  of  letter  writing,  or  what  you  know  about 
grammar  or  rhetoric,  it  will  be  impossible  to  write  a  good  letter. 

Business  letters  are  written  primarily  to  sell  something,  to  tell  something 
or  to  ask  for  information  about  something.  They  are  written  to  convey  a 
message  of  some  kind.  The  more  we  know  about  the  thing  we  are  selling, 
or  about  the  thing  we  are  describing,  or  how  to  get  information  about  some- 
thing we  want,  the  better  letter  we  shall  be  able  to  write.  That  is,  we  shall 
be  possessed  of  the  idea.  Ideas  will  be  developed  as  you  learn  more  about 
business,  and  will  also  be  developed  by  practice  in  writing  about  something 
you  know,  or  about  which  you  can  learn.  How  to  express  your  idea  the  most 
convincingly,  to  tell  about  the  thing  most  clearly,  or  to  ask  definitely  for  in- 
formation desired,  will  depend  entirely  on  the  words  you  use  and  the  manner 
in  which  you  weave  them  together.  And  this  is  your  style — plus  the  idea  you 
start  with. 

"Style"  in  Writing  a  Business  Letter. — Style  in  writing  is  very  elusive, 
and  is  one  of  the  most  difficult  things  to  define  because  it  is  peculiar  to  each 
individual.  No  two  people  will  tell  a  thing  in  exactly  the  same  way.  Since 
style  is  something  that  cannot  very  well  be  analyzed,  it  is  plain  that  no  inflex- 
ible rules  for  acquiring  it  may  be  laid  down,  nor  would  it  be  desirable  even 
if  possible.  The  letter  or  any  other  piece  of  literature  that  stands  out  above 
its  fellows  is  the  one  that  reflects  the  originality  and  personality  of  the  writer. 
Originality  in  a  letter  is  the  quality  that  gives  to  it  its  character,  its  natural- 
ness, its  vividness,  its  life.  If  all  letters  were  patterned  after  the  same  model 
they  would  be  deadly  monotonous.  That  is  why  the  old-time  business  letters 
are  so  monotonous ;  they  are  burdened  with  meaningless  phrases.  But  a  study 
of  the  work  of  the  best  writers — of  both  business  and  English  literature — 
discloses  certain  characteristics  that  we  may  appropriate  and  make  use  of  to 
our  advantage  in  writing  business  letters.  A  discussion  of  some  of  these 
points  will  aid  you  in  correct  expression  of  your  ideas. 

The  Language  You  Employ. — One  of  the  first  essentials  to  good  style 
in  business  letter  writing  is  the  command  of  an  adequate  vocabulary.  The 
term  "vocabulary"  naturally  brings  to  the  mind  of  the  average  person  the 
idea  of  an  interminable  list  of  long  and  unusual  words.  But  just  the  oppo- 
site of  that  is  what  is  wanted  by  the  writer  of  business  letters.    You  must 


280  APPLIED    BUSINESS    CORRESPONDENCE 

keep  in  mind  always  that  your  letter,  to  be  effective,  must  be  understood,  and 
words  that  have  a  common  meaning  to  the  greatest  number  are  the  most 
potent.  Your  words  must  be  adapted  in  large  measure  to  those  to  whom  you 
are  writing.  You  can  make  no  mistake  in  using  simple  words;  long  and 
unusual  words  may  not  be  understood  by  your  correspondent. 

Plainness  also  in  a  business  letter  should  never  be  feared  by  the  writer, 
but  this  does  not  mean  that  you  should  not  make  the  language  graceful  and 
beautiful  by  the  wise  selection  of  the  words  you  use,  and  by  the  artistry  with 
which  you  weave  them  together. 

The  problem  of  the  selection  of  words  is  largely  a  question  of  taste,  but 
the  important  thing  to  determine  is  their  appropriateness.  The  appropriate 
use  of  a  word  consists  simply  in  selecting  the  right  word  for  the  right  place. 

While  it  is  true  that  short,  simple  words  are  generally  to  be  preferred, 
longer  words,  if  they  convey  exactly  the  meaning  you  intend,  are  often  advis- 
able. A  long  word  is  often  not  only  much  more  expressive,  but  effects  an 
important  economy  in  attention.     As  a  test  of  a  word,  apply  these  questions: 

Does  it  express  the  meaning? 

Will  it  be  understood? 

Is  it  the  best  word  for  the  purpose? 

Is  it  essential  to  the  clearness  of  the  sentence? 

Is  it  appropriate? 

A  dictionary  is  a  valuable  aid  in  studying  words,  but  it  is  well  to  bear  in 
mind  that  the  dictionary  contains  thousands  of  words  that  are  not  in  current 
use.  For  this  reason  it  is  not  always  a  safe  guide.  The  way  in  which  the 
best  contemporary  writers  use  words  is  the  most  practical  guide. 

Some  Words  to  Avoid. — There  are  some  words  in  current  use,  how- 
ever, that  should  be  avoided  as  much  as  possible  in  business  letters.  They 
are  such  words  as  "herewith,"  "hereby,"  "thereto,"  "furthermore,"  "inas- 
much," etc.  They  should  be  avoided  for  the  reason  that  they  are  formal,  stiff, 
and  lifeless — they  give  your  letter  too  much  the  air  of  a  legal  document. 

In  writing  to  persons  not  in  the  "trade" — that  is,  those  who  are  likely 
to  be  unfamiliar  with  the  phraseology  peculiar  to  any  particular  line  of  busi- 
ness— avoid  the  use  of  technical  terms,  such,  for  example,  as  "to  cover  cost 
of  transportation."  In  such  an  instance  "freight"  or  "express"  charges  would 
be  much  clearer  to  the  average  person.  Avoid  also  the  use  of  such  hackneyed 
expressions  as  "valued  favor,"  "esteemed  inquiry,"  "your  esteemed  favor," 
"inclosed  please  find,"  "we  inclose  herewith,"  (if  a  thing  is  inclosed,  it  neces- 
sarily must  be  herewith),  "we  take  pleasure  in  informing  you."  "Valued" 
and  "esteemed"  as  thus  used  are  meaningless.  They  are  relics  of  a  by-gone  ' 
age. 


APPLIED    BUSINESS    CORRESPONDENCE  281 

Cultivate  originality  in  the  use  of  words — say  old  things  in  a  new  way — 
and  you  immediately  focus  attention. 

The  following  letter  is  a  good  example  of  the  ordinary  dry,  pointless 
"business"  letter.  It  was  actually  written  and  mailed  by  a  wholesale  mer- 
chandise broker.  It  is  evidently  an  answer  to  a  request  for  catalog,  price  list 
and  discount  sheet,  and  yet  the  writer  failed  to  realize  the  advantages  the 
opportunity  offered  to  write  a  good  selling  letter. 
Dear  Sir : 

Yours  to  hand  and   contents  noted.      Inclosed  you  will  please  find  my 
wholesale  price  list  and  discount  sheet  which  I  trust  you  will  find  satisfactory. 
I  send  you  my  illustrated  catalog  in  another  inclosure.     I  am  prepared  to  ship 
promptly  and  will  give  you  work  that  will  meet  every  demand  of  your  trade. 
Let  me  hear  from  you  and  oblige 

Yours  truly, 
Here  is  the  same  letter  re-written  from  the  standpoint  of  the  business 
man  who  realizes  the  possibilities  of  letters  as  selling  mediums. 
Dear  Sir : 

My  catalog,  which  you  asked  me  to  send  you,  leaves  New  York  in  this 
mail.  It  is  our  latest  and  best  book.  We  are  proud  of  it  because  my  men  be- 
lieve we  have  put  into  it  everything  a  dealer  wishes  to  know  about  our  baskets 
before  taking  the  important  step  of  ordering  of  us. 

We  should  like  to  read  aloud  to  you  every  word  printed  on  pages  10,  11  and 
12.  Will  you  turn  to  those  pages  now?  Our  traveling  men  say  the  description 
given  there  of  how  we  make  our  baskets  is  the  most  interesting  thing  ever 
written  on  basket-making.  Take  the  catalog  home  and  get  your  wife's  opinion 
of  it.    We  are  as  eager  to  know  what  she  thinks  of  it  as  you  are. 

The  first  time  you  can  get  away  from  your  store,  why  not  take  a  little 
trip  to  New  York  and  see  our  basketries?     You  would  have  an  entertaining 
and  profitable  story  to  tell  your  women  patrons. 

There  are  3000  baskets  listed  and  described  in  the  catalog,  101  of  which 
are  illustrated.  You  have  a  wide  range  of  selection.  If  you  will  write  us  about 
what  sizes  and  character  of  baskets  you  have  planned  to  lay  in  this  fall,  we  will 
gladly  make  suggestions.  We  sell  to  hundreds  of  dealers  in  baskets  and  our 
experience  may  be  of  value  to  you. 

At  any  rate,  tell  us  what  you  think  of  our  new  basket  book. 

Incs  ^^^y  '■""'y- 

This  letter  is  original — it  interests,  it  creates  a  feeling  of  confidence,  it  is 
toned  to  win  the  friendship  and  consideration  of  the  recipient. 


EXERCISES 
Reconstruct  the  following  letters,  selecting  the  simplest  and  most  express- 
ive words  possible  to  convey  the  thought  of  the  writers : 

1.     Regarding  the  terms  of  the  lease  upon  the  property  of  Williams  we  have  to 
say  that  the  owner  is  willing  to  lease  the  house  to  you  from  March  for  one  year,  at 


282  APPLIED   BUSINESS   CORRESPONDENCE 

sixty  dollars  per  month,  with  the  privilege  of  renewal  for  one  year  at  the  same  price. 
The  option  to  purchase  he  will  give  as  follows : 

If  at  any  time  during  the  term  of  his  lease  he  should  receive  from  any  other 
person  or  persons  a  bona  fide  offer  for  the  premises  such  as  he  would  accept,  he  agrees 
to  give  you  five  days'  notice  to  that  effect,  and  if  you  would  take  advantage  of  the 
option  given,  he  reserves  the  privilege  to  sell  to  some  other  persons  at  any  price  or 
terms  that  he  may  see  fit;  possession  to  be  given  at  the  expiration  of  the  existing  terms. 

Kindly  advise  us  if  you  will  accept  this  offer. 

Before  beginning  to  write,  analyze  this  letter  thoroughly  and  be  sure  you 
have  the  ideas  in  mind.  If  you  do  not  know  what  such  expressions  as 
"bona  fide"  mean,  look  them  up  in  the  dictionary.  Eliminate  all  hackneyed 
business  expressions. 

2.  We  acknowledge  receipt  of  your  letter  of  the  29th.  This  morning  I  telegraphed 
that  we  had  shipped  you  a  car  Tuesday  and  we  will  try  to  hurry  it  forward.  We 
feel  sure  that  you  appreciate  the  condition  of  the  soft  coal  business  at  the  present  time 
occasioned  by  the  lack  of  cars  in  which  to  ship,  and  the  slow  movement  on  the  line  of 
railway.  We  will  do  everything  possible  to  keep  you  supplied  and  will  ship  you  another 
car  load  just  as  soon  as  we  receive  a  suitable  car. 

Thanking  you  for  your  kindness  in  intrusting  your  business  to  our  care,  we  are 

Very  truly  yours, 

3.  A  meeting  of  the  Men's  Democratic  Club  of  the  15th  District  in  the  7th  Ward 
will  be  held  Monday  evening,  June  21st,  in  the  assembly  room  of  the  clubhouse,  750 
Prospect  Avenue,  to  discuss  the  repaving  of  Fifth  Avenue  from  42d  Street,  North,  with 
asphalt  paving.    You  are  requested  to  be  present. 

4.  We  received  your  form  letter  of  the  5th  inst.  with  a  list  of  students  whom  you 
are  prepared  to  recommend.  We  are  at  the  present  time  looking  for  a  stenographer  and 
office  clerk  for  our  branch  office  on  Main  Street.  We  desire  someone  who  is  intelligent 
and  possesses  good  business  qualities,  who  is  willing  to  start  at  a  moderate  salary  and 
work  up.  The  work  at  first  will  be  very  simple,  but  it  requires  accuracy  and  an  attention 
to  detail,  promptness  and  a  knowledge  of  office  practice. 

We  would  like  to  know  more  about  some  of  the  young  men — their  personality  and 
habits — whose  names  you  have  given  on  the  list.  Kindly  give  us  all  the  information 
you  can. 

Very  truly  yours, 

5.  I  have  just  enlarged  my  store  on  Center  Street  to  double  its  former  size,  and 
have  arranged  to  carry  a  first-class  line  of  ladies'  dress  goods,  and  in  addition,  notions 
and  fancy  articles  in  which  I  have  been  dealing  for  the  past  ten  years. 

I  should  like  to  open  an  account  with  you  and  buy  in  small  lots — not  exceeding  $100 
at  a  time — and  ask  for  one  month's  credit. 

I  refer  you,  for  information  as  to  my  financial  standing  and  business  integrity,  to 
the  First  National  Bank  in  this  city  and  to  Mr.  W.  S.  Smith,  also  of  this  city. 

Please  send  me  your  catalog,  together  with  price  list  and  discounts. 

Very  truly  yours, 


APPLIED   BUSINESS   CORRESPONDENCE  283 

LESSON  XLI 


HOW  TO  CONSTRUCT  EFFECTIVE  SENTENCES 

The  next  point  to  be  considered — after  you  have  decided  that  you  will 
use  simple,  understandable  words — is  your  sentence  structure. 

The  first  requirement  in  the  writing  of  effective  sentences  is  that  the 
arrangement  of  the  words  be  logical.  An  important  thought  that  we  must 
keep  in  mind  is  that  the  ordinary  sentence  makes  a  statement  and  is  through ; 
but  the  "business"  sentence  must  do  more  than  this — it  must  describe,  con- 
vince, sell,  adjust  diflferences. 

The  length  of  the  sentences  we  use  has  an  important  bearing  on  the 
effectiveness  of  our  language.  Correspondence  English  runs  to  what  has 
been  aptly  termed  the  "salesmanship  style" — short,  snappy,  full-freighted 
sentences.  It  is  a  variation  of  the  epigrammatic  style,  with  good  strong, 
selling  arguments  added  to  it.  Short  sentences,  like  short  words,  are  much 
more  easily  understood.  The  short  sentence  lends  itself  naturally  to  simplicity 
of  treatment,  if  properly  handled;  but;^a  series  of  short  sentences,  unrelieved 
by  an  occasional  longer  one,  produces  an  effect  of  jerkiness.  A  succession  of 
long  sentences,  on  the  other  hand,  produces  a  heaviness  and  formality  that 
would  be  out  of  place  in  business  correspondence.  It  is  by  a  judicious  mixing 
of  the  two  that  the  best  effect  may  be  produced. 

There  is  one  important  point  to  be  observed  in  writing  any  kind  of 
sentence — arrange  the  parts  so  that  the  bearing  of  one  part  to  another  will 
be  clearly  understood. 

The  good  sentence  possesses  three  qualities — unity,  coherence,  and 
empliasis.  And  what  is  true  of  the  sentence  in  this  respect,  should  be  true 
in  a  broader  sense  also  of  the  paragraph  structure  and  of  the  business  letter 
as  a  whole.  A  sentence,  to  be  unified^  must  have  one  central  idea.  Two  ideas 
in  one  sentence  are  disastrous.  To  produce  unity  in  your  sentences,  observe 
the  following: 

1.  Make  sure  that  the  sentence  has  a  main  idea;  exclude  all  details  not  bearing  on 
that  idea. 

2.  Make  each  sentence  short  enough  to  be  understood  as  one  idea,  but  long  enough 
to  form  a  definite  section  of  the  thought  of  the  paragraph  of  which  it  is  a  part.  A 
sentence  is  a  unit  in  thought  when  it  makes  one  complete  statement;  when  the  subject 
of  a  thought  changes,  a  new  sentence  becomes  necessary. 

Coherence  in  a  sentence  means  simply  consecutiveness.  Or,  to  use  a 
common  expression,  it  means  that  the  words  should  be  placed  in  logical 
sequence — in  "one-two-three"  order.  The  words  should  be  so  arranged  that 
the  reader  is  not  forced  to  go  back  to  see  how  the  various  parts  hang  together. 


284  APPLIED    BUSINESS    CORRESPONDENCE 

The    following   suggestions   will   assist   you   in    securing  coherence   in   your 
sentences : 

1.  The  sentence  must  stand  for  one  central  idea.     Be  careful  to  say  one  thing  at  a 
time. 

2.  Do  not  join  in  one  sentence  two  or  more  statements  that  are  parts  of  the  same 
idea. 

3.  Avoid   long,   rambling   sentences.     Do   not  burden   sentences  with   details.     An 
attempt  to  say  too  much  in  a  sentence  leads  to  confusion. 

4.  Be  cautious  about  appending  a  phrase  or  a  clause  to  a  sentence  as  if  by  after- 
thought. 

5.  Care  in  the  use  of  connectives  is  essential. 

6.  Every  word  of  reference  should  point  with  absolute  accuracy  to  the  word  or 
expression  to  which  it  is  intended  to  refer. 

Emphasis  and  Force  in  Sentences. — When  we  write  or  speak  we  nat- 
urally, and  often  unconsciously,  emphasize  certain  words  to  make  our  mean- 
ing clear.  In  writing  we  emphasize  a  word  by  underscoring;  in  speaking 
stress  of  voice  is  laid  upon  it.  Emphasis  is  a  powerful  aid  in  effective 
expression.  In  many  sentences  it  is  indicated  by  the  form  of  the  sentence — 
whatever  is  important  is  given  an  important  place.  Usually  the  important 
places  in  a  sentence,  a  paragraph,  or  the  whole  letter,  for  that  matter,  are  the 
beginning  and  the  end.  The  end  particularly,  is  of  importance  as  a  point  of 
emphasis.  A  most  frequent  cause  of  lack  of  emphasis  in  a  sentence  is  "word- 
iness." It  is  a  safe  rule  to  strike  out  all  words  that  do  not  add  to  the  mean- 
ing. Sentences  are  often  given  a  weak  ending  by  a  failure  to  observe  the 
law  of  climax — which  is  simply  that  the  interest  of  the  reader  should  grow  as 
the  composition  progresses. 

Another  point  to  be  considered  in  sentence  making,  and  in  the  business 
letter  as  a  whole,  is  force.  Force  in  composition  is  the  quality  that  holds  the 
attention  of  the  reader. 

Force  is  the  appeal  that  words  make  to  the  feeling;  clearness  is  the 
appeal  they  make  to  the  understanding. 

Force  is  obtained: 

By  using  expressive  words. 

By  placing  the  words  in  emphatic  positions  in  the  sentence. 

By  varying  the  length  of  sentences. 

By  keeping  persistently  to  one  idea — "sticking  to  the  text." 

The  following  is  a  letter  that  is  forceful  in  its  presentation  and  combines 
with  it  clearness  and  emphasis. 

In  reply  to  your  letter  of  the  7th,  I   desire  to  say  that  Mr.  Lawrence  Wakefield 
was  manager  of  our  electric  lighting  plant  for  some  ten  years.    He  had  the  confidence  and 


APPLIED    BUSINESS    CORRESPONDENCE  285 

co-operation  of  our  business  men,  placed  the  enterprise  on  a  financially  successful  basis, 
and  withdrew,  to  our  regret,  to  take  a  position  of  larger  responsibilities. 

He  is  a  Cornell  man,  is  technically  well  informed,  and  possesses  the  ability  of  handling 
subordinates  efficiently.  His  ideas,  while  progressive,  are  conservative  enough  to  make 
him  a  safe  executive  under  all  circumstances.  Judging  from  his  record  in  Jamestown, 
I  would  consider  him  qualified  by  training,  experience,  and  temperament  to  take  charge 
of  your  plant  and  prove  a  popular  and  efl&cient  manager. 

Below  is  given  the  letter  as  it  was  actually  written — and  which  mani- 
festly was  very  faulty  from  the  viewpoint  of  forcefulness. 

In  reply  to  your  letter  about  Mr.  Lawrence  Wakefield,  I  have  to  say  that  I  have 
known  Mr.  Wakefield  for  some  little  time  and  have  never  heard  anything  against  him. 
He  has  never  worked  for  me  so  I  cannot  tell  much  about  his  ability,  but  I  trust  that 
if  you  decide  to  employ  him,  he  will  give  satisfaction.    He  acts  like  a  nice  fellow. 

The  Opening  Sentence  Important. — As  we  have  seen  from  our  study 
of  emphasis,  the  beginning  and  the  end  of  sentences  are  of  very  great 
importance.  The  principle  applies  also  to  the  letter  as  a  whole.  The  opening 
sentence  in  a  business  letter  is  of  vital  importance,  especially  if  you  are  trying 
to  win  the  attention  and  favor  of  the  reader,  who  may  or  may  not  be  inter- 
ested in  what  you  have  to  say.  The  opening  paragraph  of  a  business  letter 
often  determines  whether  or  not  it  goes  into  the  waste  basket  unread. 

Guard  against  the  obvious  in  the  opening  sentence  of  a  letter.  The 
opening  paragraph  of  the  average  business  letter  usually  contains  one  or  more 
of  such  lifeless  phrases  as:  "We  take  pleasure  in  informing  you";  "We  beg 
to  acknowledge  receipt" ;  "We  are  in  receipt  of  your  inquiry."  These  should 
be  avoided.  If  your  letter  is  in  response  to  one  already  received,  it  is,  of 
course,  proper  and  essential  that  you  make  some  reference  to  the  previous 
letter  for  the  purpose  of  recalling  the  subject  to  the  reader.  But  even  here 
you  have  a  little  chance  to  display  originality.  Note  how  the  usual  stereo- 
typed expressions  are  avoided  in  the  following  openings: 

Your  request  for  prices  and  catalog,  dated  August  26,  is  greatly  appreciated. 

Your  inquiry  gives  us  an  opportunity  to  get  acquainted. 

After  you  have  looked  over  the  catalog  which  we  are  sending  you  in  accordance 
with  your  request  of  the  22d,  there  may  be  some  points  on  which  you  require  addi- 
tional information.  Your  further  inquiry  will  be  welcome  and  shall  have  our  careful 
attention. 


EXERCISES 


Reconstruct  the  following  letters,  applying  to  them  the  principles  of 
proper  sentence  construction  just  discussed.  Change  the  whole  plan  of  the 
letter  as  to  its  presentatiori  of  the  ideas  if  you  can  work  out  a  more  logical 
arrangement.     These  five  letters  are  typical  of  the  hackneyed  business  style. 


286  APPLIED    BUSINESS    CORRESPONDENCE 

Eliminate  all  such  expressions  as  "We  beg  to  call  your  attention,"    Put  a  little 
originality  into  them,  but  be  sure  you  use  simple,  easily  understood  words : 

1.  Replying  to  your  favor  of  the  11th,  we  will  furnish  you  the  buggy,  as  described 
in  your  letter,  made  of  good  material,  in  A  grade,  with  set  of  harness,  for  $175.00,  f.  o.  b. 
St.  Louis.  We  do  not  deliver  any  of  our  work;  all  quotations  are  made  f.  o.  b.  cars  St. 
Louis. 

If  you  wish  a  very  heavy  job  that  will  stand  a  very  rough  country,  we  refer  you  to 
the  No,  20,  or  No.  5,  in  catalog.  If  you  wish  a  lighter  job,  we  think  the  Dexter  Spring 
or  the  Coil  Spring  would  suit  you.  We  could  put  a  heavier  wheel  on  either  of  these 
two  last  named  jobs,  if  desired.  The  Shell  Band  wheels  are  made  with  staggered  spokes 
and  are  said  to  be  very  good  wheels.  We  do  not  claim  that  they  are  better  than  good 
Sarven  Patent  wheels. 

Hoping  to  be  favored  with  your  order,  we  are 

2.  We  have  your  favor  of  the  19th  inst.  Would  say  that  we  are  sorry  to  learn  that 
you  have  been  having  some  trouble  with  one  or  two  of  the  stoves  we  sold  you.  It  is 
quite  likely  that  your  customers  built  a  quick  fare  in  the  stove  without  putting  any  ashes 
in  the  fire-box,  and  loosening  the  bolts.  If  you  would  be  careful  to  caution  your  cus- 
tomers to  always  put  ashes  in  the  fire-box  and  loosen  the  rods  and  bolts,  we  think  you 
would  have  no  such  complaint  as  you  now  make.  Any  castings  that  break  from  heat, 
we  replace  free  of  charge,  f,  o.  b.  Springfield.  If  you  will  send  us  an  order  for  the 
castings  needed  for  this  purpose,  we  will  be  pleased  to  fill  it, 

3.  Something  over  a  week  ago  our  Cleveland  house,  the  Co-operative  Stove  Co.,  at 
our  request,  mailed  you  their  illustrated  catalog.  Probably  no  quotations  were  in- 
closed. Would  state  that  all  stoves  are  subject  to  a  discount  of  SO  per  cent  from  catalog 
list  prices,  except  those  named  on  special  net  price  list  which  you  have.  We  think  that 
we  have  everything  in  stock  here  in  Springfield  that  your  trade  will  demand,  except 
the  ranges.  Some  of  these  we  carry,  and  any  of  these  that  have  to  be  shipped  from 
Cleveland  will  be  shipped  with  the  understanding  that  you  are  to  have  Springfield  freights. 

4.  We  beg  to  call  your  attention  to  our  circular  of  Steam  Pumping  Machinery, 
handed  you  herewith,  and  to  inform  you  that  we  are  prepared  to  furnish  estimates,  plans, 
and  specifications,  for  steam  pumping  machinery  for  hydraulic  elevators,  feeding  steam 
boilers,  house-tank  service  for  office  buildings,  apartment  houses  and  hotels,  also  pumps 
and  boilers  combined,  for  country  houses.  Our  pumps  are  recommended  as  absolutely 
noiseless  for  any  of  these  services.  We  are  also  prepared  to  furnish  estimates  for  larger 
plants  complete,  for  municipal  or  village  supply,  sewerage,  etc.  All  our  work  is  thor- 
oughly tested,  and,  being  made  of  templates,  all  parts  are  interchangeable.  Full  lines 
of  duplicate  parts  are  kept  constantly  in  stock  at  this  office  where  the  service  of  com- 
petent, skilled,  resident  machinists  can  be  obtained  at  any  time,  for  the  purpose  of 
making  necessary  repairs  or  alterations. 

Soliciting  your  inquiries  and  correspondence,  we  remain 

5.  Have  you  as  yet  arranged  for  your  fall  advertising?  If  not,  it  might  be  to  your 
interest  to  consult  us  before  you  do  so.  If  you  are  looking  to  place  your  advertising 
on  an  economical  basis  with  the  maximum  results,  we  should  like  to  acquaint  you  with 
our  methods  of  doing  business.  Our  many  years  of  experience  are  at  your  disposal. 
We  know  pretty  thoroughly  the  value  as  an  advertising  medium  of  nearly  every  publica- 


APPLIED    BUSINESS   CORRESPONDENCE  287 

Hon  in  the  country,  as  we  have  done  business  with  them  all  and  will  recommend  only 
such  mediums  to  our  customers  as  are  best  suited  to  their  business. 

The  interest  of  our  customers  is  identical  with  ours,  and  the  writer's  sole  duty  is 
to  study  the  advertising  features  and  business  in  general  of  our  customers  and  advertisers 
who  may  write  us  for  suggestions  and  information  as  to  the  best  way  to  promote  and 
increase  their  business.  We  have  also  in  our  employ  ad  writers  who  are  second  to 
none,  and  whose  services  are  at  your  disposal  should  we  be  intrusted  with  the  handUng 
of  your  advertising.     Our  customers  get  the  benefit  of  our  extremely  low  rates. 

We  shall  be  glad  to  furnish  you  prices  and  full  particulars  on  any  work  in  our 
line,  and  believe  it  will  be  to  your  interest  to  let  us  figure  with  you  before  placing 
your  fall  advertising.  It  is  not  so  much  what  you  say  in  an  advertisement  as  how  you 
say  it.  Thousands  of  dollars  have  been  worse  than  wasted  on  poorly  written  ads  and 
as  a  natural  consequence  the  mediums  carrying  these  ads  are  condemned  when  the  ad 
fails  to  bring  results.  The  same  article  handled  by  an  experienced  ad  writer  might 
have  proven  a  great  success. 

Don't  buy  advertising  like  you  would  a  load  of  hay,  when  it  doesn't  cost  any  more 
for  the  employment  of  brains,  which  is  essential  in  the  placing  of  advertising  on  a 
profitable  basis.    May  we  show  you  what  we  can  do  for  you  in  this  direction? 

Awaiting  an  early  reply,  we  beg  to  remain 


288  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  XLII 


THE  "OUTLINE"  IN  LETTER  WRITING 

In  writing  a  business  letter,  or  any  other  composition,  the  young  writer 
will  be  able  to  present  his  ideas  in  much  more  logical  sequence  and  produce  a 
piece  of  work  that  hangs  together  better  as  a  whole  if  he  will  first  make  an 
outline  or  summary  of  the  topics  he  intends  to  write  about.  The  outline  at 
first  should  be  very  full.  Many  ideas  will  probably  suggest  themselves  which 
seem  to  bear  directly  upon  the  subject,  and  when  these  have  been  noted  you 
can  rearrange  the  outline,  placing  the  different  subjects  in  the  most  logical 
order.  It  may  be  that  in  going  over  the  outline  you  will  see  that  many  of  these 
ideas  are  not  really  relevant  to  the  subject,  and  they  can  then  be  stricken  out. 

In  writing  from  the  outline,  dispose  of  each  topic  fully  as  you  come  to  it 
so  that  a  return  to  it  will  not  be  necessary.  Analyze  the  whole  question  and 
try  to  present  your  ideas  in  as  logical  order  as  possible.  Whether  or  not  you 
have  arranged  your  outline  logically  will  be  easily  determined  when  you  have 
finished.  As  experience  in  handling  letters  is  obtained,  the  outline  will  be- 
come less  and  less  essential  to  an  orderly  presentation  of  the  message,  and 
finally  may  be  dispensed  with  almost  entirely.  The  experienced  letter  writer 
will  be  able  to  carry  in  his  mind  the  topics  of  the  letter  and  to  dispose  of  them 
systematically.  Most  business  letters  are  brief,  and,  dealing  usually  with  but 
one  topic,  can  be  disposed  of  without  an  outline. 

Example  of  Outlining 

The  Outline  The  Letter  as  Written 

Acknowledgment  of  inquiry.  In   answer   to   your   inquiry   we   take   pleasure 

About  sending  booklet  and  answer-      in   sending  you   under   another   cover  prospectus 

ing  questions.  of   the   Charles   Dudley  Warner  Library  of   the 

World's    Best    Literature,    now    nearing   comple- 
tion,  also   a   booklet   containing  answers   to   the 
I  questions   that  you   may  wish   to   ask  regarding 

this  great  work. 

The    saving   effected   by   the    Club  As  you  will  see  from  inclosed  application  blank, 

plan.  by  joining  the  present  Club  you  secure  the  Li- 

Various  bindings  offered.  brary  at  a  saving  on  the  regular  subscription  price 

of  over  $1.00  per  volume  on  the  cloth  binding, 
over  $1.25  per  volume  on  the  quarter  Russia 
binding,    over    $2.00    per    volume    on    the    half 


APPLIED    BUSINESS   CORRESPONDENCE  289 

The  reason  for  the  low  prices.  Morocco  binding,  and  over  $2.50  per  volume  on 

Advanced  prices  later  by  agents.  the  full  Morocco  binding.    This  low  price  is  con- 

ceded to  introduce  the  work  quickly  so  that  its 
merits  may  be  well  known  by  the  time  it  is  com- 
plete, when  it  will  be  sold  by  agents  at  the  ad- 
vanced price. 

An  inducement  of  10  days'  exam-  That  there  may  be  no  hesitation  or  delay  in 

ination.  your  decision  at  once  to  take  advantage  of  our 

Applications  accompanied  by  $3.00.      Club  offer,  we  give  you  the  additional  privilege 

of  ten  days'  examination  of  the  volumes,  when  if 
not  satisfactory  they  may  be  returned  and  your 
money  refunded.     You  have  only  to  send  your 

Delivery  of  books.  application  on  the  inclosed  blank  with  $3.00  when 

twenty  or  more  volumes  will  be  sent  you  at  once 
and  the  final  volumes  to  complete  the  set  within 
a  few  weeks. 

Qub.  We   inclose  return  envelope  and  shall  hope  to 

welcome  you  as  a  member  of  our  present  Club. 

Recasting  Letters. — Recasting  a  letter  that  has  already  been  written, 
putting  it  into  different  form  and  words,  is  a  most  valuable  exercise  for  the 
beginner  in  letter  writing.  Since  such  letters  have  the  "idea"  to  start  with, 
the  student  can  devote  his  entire  attention  to  its  forceful  presentation. 

The  Paragraph. — Paragraphing  in  business  letters  is  an  important  aid 
in  securing  clearness  and  a  logical  treatment  of  its  subjects,  and  is  also  im- 
portant from  the  artistic  standpoint.  As  soon  as  we  have  the  subjects  of  a 
letter  in  mind,  the  ideas  related  to  it  will  begin  to  arrange  themselves  in  groups. 
For  example,  if  we  have  several  topics  to  be  discussed  in  a  letter,  each 
should  be  treated  in  one  paragraph  usually  introduced  by  a  topic  sentence 
which  prepares  us  for  what  follows.  If  the  topic  is  such  that  an  extended  treat- 
ment of  it  is  necessary,  it  will  naturally  be  divided  into  subdivisions. 

A  paragraph  should  be  a  collection  of  sentences  treating  on  one  subject,  or 
one  view  of  a  subject.  It  should  have  unity,  coherence,  emphasis,  just  as  the 
sentence  has.  To  gain  unity,  the  paragraph  should  treat  of  one  subject.  To 
gain  coherence,  the  sentences  should  be  arranged  in  logically  connected  order. 
Placing  the  important  thoughts  in  the  important  places — that  is,  at  either  the 
beginning  or  the  end — will  give  emphasis. 

The  order  of  the  paragraphs  in  the  whole  letter  will  be  determined  largely 
by  the  plan  the  writer  prepares  before  beginning  to  write.  If  the  paragraphs 
are  not  arranged  in  logical  order,  the  reader  is  likely  to  become  confused. 

Paragraphing,  at  best,  is  a  question  of  taste.  A  business  letter  may  con- 
sist of  one  or  more  paragraphs,  according  to  the  number  of  subjects,  or  the 
number  of  phases  of  one  subject  discussed.     The  first  paragraph  should  indi- 


290  APPLIED    BUSINESS    CORRESPONDENCE 

cate  the  purport  of  the  letter,  and  in  the  last  paragraph  should  be  given  the 
courteous  closing  phrases. 


EXERCISES 

Make  an  outline  of  the  following  letters.     Be  sure  to  embody  all  the 
ideas,  but  place  them  in  logical  order. 

From  the  outline  "recast"  the  letters  in  your  own  language  as  far  as 
possible. 

Be  sure  to  paragraph  the  letters  in  accordance  with  the  foregoing  sug- 
gestions. 
[Student :    Insert  name  and  address] 

1.  In  answer  to  your  letter  of  the  12th,  it  gives  us  pleasure  to  send  you  the 
various  items  so  far  as  we  are  able  to  meet  the  order.  The  goods  have  been  forwarded 
to  you  by  express,  charges  prepaid,  as  requested.  We  had  no  Point  d'Esprit  boas,  but 
we  have  sent  you  others  among  which  we  trust  you  will  find  one  to  please  you.  We 
are  not  sure  that  we  understand  your  inquiry  about  lace  frills.  If  you  prefer  the  duchess 
flounce,  the  price  would  be  $7.50  a  yard;  the  length  which  we  have  is  6^  yards.  The 
price  which  we  quoted  is  considerably  reduced  and  is  the  lowest  we  shall  be  able  to 
accept.  As  you  no  doubt  know,  this  quality  of  lace  could  not  be  imported  for  so  low  a 
price. 

[Student :    Insert  name  and  address] 

2.  I  am  informed  that  Prof.  Walter  H.  Page,  of  the  University  of  New  York,  who 
is  one  of  the  United  States  delegates  to  the  International  Educational  Conference,  is  to 
be  in  the  West  during  the  last  week  of  December  and  the  first  week  of  January  and  that 
he  will  be  available  for  lecture  engagements.  If  I  had  not  arranged  for  the  meeting  of 
the  Geographical  Society  of  San  Francisco  on  the  first  Tuesday  in  January,  I  should  be 
glad  to  give  Professor  Page  one  of  those  dates.  However,  I  have  definitely  arranged 
for  other  speakers  and  cannot,  therefore,  give  him  a  place  on  the  program,  which  I 
very  much  regret.  I  know  Professor  Page  personally  and  have  heard  him  speak  a 
number  of  times.  I  think  him  to  be  a  strong  man  and  a  very  interesting  and  instructive 
speaker.  It  is  for  this  reason  that  I  am  bringing  him  to  the  attention  of  your  society, 
thinking  you  may  wish  to  invite  him  to  give  an  address  during  one  of  the  weeks  he 
will  be  in  your  vicinity. 

[Student :    Insert  name  and  address] 

3.  We  are  sorry  that  you  have  had  so  much  trouble  and  inconvenience  with  the 
tires  of  your  bicycle,  about  which  you  write  in  your  letter  of  the  15th.  Four  punctures 
in  a  month  is  most  certainly  a  disagreeable  experience.  The  punctures  may  be  attributed 
to  any  one  of  three  causes : 

1.  The  large  number  of  pieces  of  glass,  nails,  or  other  sharp  obstacles  in  the 
roads  of  your  vicinity. 

2.  Lack  of  inflation  of  the  tires. 

3.  An  imperfect  tire. 


APPLIED    BUSINESS    CORRESPONDENCE  291 

We  cannot  help  thinking  that  the  first  is  the  most  likely  of  the  three  causes  as  we 
have  sold  a  large  number  of  machines  equipped  with  these  tires  during  the  past  few 
years  and  have  only  had  a  few  complaints  about  punctures.  No  doubt  you  have  con- 
sidered this  point  before  writing  to  us.  Improper  inflation  is  a  frequent  source  of 
puncture  and  the  only  way  to  guard  against  puncture  from  this  source  is  to  see  that 
your  tires  are  pumped  so  hard  that  it  if  almost  impossible  to  make  an  impression  on 
them  with  the  fingers.  And  this  applies  especially  to  the  tire  on  the  back  wheel  on 
which  the  bulk  of  the  rider's  weight  naturally  falls. 

The  third  cause  is  an  unlikely  one,  but,  of  course,  no  tire  maker  in  the  world 
could  say  that  it  was  impossible  for  we  know  that  even  with  the  best  methods  of 
manufacture  and  the  employment  of  the  best  materials  that  can  be  obtained,  defective 
tires  do  find  their  way  into  the  market.  We  would  suggest,  therefore,  that  before  con- 
demning the  tires  entirely  that  you  reverse  the  front  and  back  tires,  and  if  you  continue 
to  have  trouble  with  punctures  we  shall  be  glad  to  take  back  the  tires  and  replace  them 
with  others  free  of  charge. 

If  you  are  satisfied,  however,  that  the  fault  is  entirely  with  the  tires  themselves, 
please  return  them  to  us  paying  the  transportation  charges,  and  we  will  have  them 
thoroughly  tested.  In  case  they  are  defective,  we  shall,  of  course,  be  glad  to  replace 
them  without  expense  to  you. 

4.  I  had  a  conference  yesterday  with  Mr.  Crosby,  superintendent  of  the  Painting 
Works,  and  he  said  that  he  was  wiUing  to  allow  you  your  wages  per  week,  until  such 
time  as  you  sufficiently  recovered  to  resume  work,  and  then  to  place  you  in  some  light 
service  for  such  a  time  as  was  necessary  before  entering  upon  your  former  duties.  He 
also  said  that  in  lieu  of  this  he  would  be  willing  to  pay  you  a  sum  which  would  amount 
to  your  wages  for  that  time,  and  I  presume  doctor's  bills,  etc.,  but  you  have  been  already 
apprised  of  this  proposition  and  it  will  be  nothing  new  to  you. 

We  went  over  the  circumstances  of  the  accident  very  carefully,  and  it  is  purely 
a  matter  now  for  you  to  decide,  as  to  whether  you  care  to  institute  proceedings  or  not. 
I  wish,  however,  if  you  are  able,  that  you  would  come  and  see  me  at  the  office,  in  order 
that  we  may  fully  discuss  the  matter  before  taking  any  further  steps,  and  if  you  are 
not  able  to  do  so,  kindly  let  me  know,  and  I  will  arrange  to  call  and  see  you.  Kindly 
let  me  hear  from  you. 

5.  It  is  several  weeks  since  we  wrote  you  about  some  printing  you  intended  to  get 
out.  Since  then,  in  looking  over  our  records  (which  is  our  usual  custom),  we  fail  to 
find  an  order  from  you. 

We  write  this  letter  to  ascertain,  if  possible,  the  reason.  If  there  is  anything  in 
our  way  of  doing  business  that  causes  your  hesitancy  in  ordering,  we  should  like  to 
have  you  be  frank  with  us,  and  allow  us  to  explain  all  doubts  to  your  satisfaction. 

We  want  you  to  remember  that  we  are  anxious  for  your  printing  patronage,  no 
matter  how  much  or  how  little  you  may  need.  It  is  not  one  order  we  desire  from  you, 
but  should  like  you  as  one  of  our  pleased  customers,  and  hope  to  obtain  your  patronage 
by  our  good  work  at  money-saving  prices. 

If  it  is  convenient,  kindly  inform  us  on  the  inclosed  postal  card  if  there  is  any- 
thing further  we  can  do  to  obtain  your  order,  or  tell  us  why  we  were  not  favored  with 
the  same. 


292  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  XLIII 


BREVITY   AND   CLEARNESS 

As  a  rule,  business  letters  should  be  as  brief  as  is  consistent  with  clear- 
ness, yet  some  business  letters  are  far  too  brief — they  would  be  better  left  un- 
written because  they  may  leave  an  unfavorable  impression  in  the  mind  of  the 
reader  that  may  be  impossible  to  overcome  later. 

Business  men  are  busy  men  and  wish  to  gain  their  information  quickly. 
Directness,  however,  should  not  be  confused  with  bluntness  or  curtness.  The 
right  kind  of  brevity  is  obtained  through  the  wise  selection  of  words  and 
phrases  backed  by  clear  seeing  and  clear  thinking.  If  your  ideas  are  con- 
fused, it  is  certain  that  your  statement  of  them  in  writing  will  be  confused. 
We  must  first  think  out  clearly  and  distinctly  the  ideas  we  wish  to  express, 
and  then  select  the  clearest  and  most  logical  wording  we  possibly  can  to 
express  them.  Brevity  is  not  always  a  virtue.  If  your  letter  is  so  brief  that 
it  requires  further  correspondence  to  clear  it  up,  you  have  gained  nothing 
by  "brevity." 

Most  letters  are  but  a  link  in  a  chain  of  correspondence.  Thus  matters 
that  would  be  perfectly  clear  in  a  letter  of  a  series  would  be  unintelligible  if 
isolated.  Where  there  is  much  to  say,  a  long  letter  will  be  needed  to  say  it, 
but  in  the  saying  of  it  brevity  may  be  obtained  by  eliminating  all  repetitions 
and  wordy  sentences — by  making  the  wording  smooth,  simple  and  economical 
of  the  reader's  power  of  attention.  A  good  test  to  apply  to  the  letter  is  to 
ask  yourself  these  questions : 

1.  Does  the  letter  have  the  idea  to  start  with? 

2.  Does  it  impress  the  idea  simply,  forcefully  and  convincingly? 

The  following  letter  is  an  illustration  of  tedious  wordiness: 

Dear  Sir: 

We  are  in  receipt  of  your  letter  of  the  7th  and  beg  to  advise  that  your  order  will 
receive  our  best  attention  as  soon  as  we  are  in  position  to  ship  the  fans  you  want.  We 
regret  to  say,  however,  that  our  stock  of  these  is  just  now  entirely  depleted  and  owing  to 
the  long  continued  hot  weather  and  the  consequent  large  demand  for  these  fans,  the 
manufacturers  inform  us  that  they  shall  probably  be  unable  to  supply  us  with  any  more 
for  several  days  to  come ;  it  may  be  over  a  week  before  we  can  obtain  a  supply  sufficient 
to  fill  your  order. 

We  are  very  sorry  not  to  be  able  to  fill  this  order  and  assure  you  that  we  always  make 
every  effort  to  meet  your  desires  promptly.  If  you  are  unable  to  get  these  fans  else- 
where or  if  you  can  wait  for  them  until  the  15th  of  the  month  we  hope  you  will  write 
us  again  as  we  will  have  a  supply  by  that  time. 

Again  expressing  our  regret  that  we  are  unable  to  serve  you  in  this  instance  with 


APPLIED    BUSINESS    CORRESPONDENCE  293 

our  usual  promptness,  and  trusting  that  you  will  continue  to  favor  us  with  your  patronage, 
we    are 

Yours  truly, 

Here  is  the  same  letter  rewritten  to  illustrate  the  advantage  of  brevity  com- 
bined with  clearness  and  originality. 

Dear  Sir  : 

The  long  spell  of  hot  weather,  which  caught  us  unprepared,  has  cleaned  us  com- 
pletely out  of  No.  9  fans  specified  in  your  letter  of  the  7th.  We  have  tried  to  collect 
enough  fans  from  our  neighboring  jobbers  to  fill  your  order,  but  they  are  no  better 
off  than  we  are.    The  situation  is  as  unusual  as  it  is  annoying. 

We  have  this  to  suggest:  our  next  supply  is  due  on  the  15th.  As  soon  as  it  comes 
we  will  rush  your  order  to  you.     Will  this  help  you? 

Regretting  exceedingly  that  our  reply  cannot  be  more  favorable,  we  are 

Yours  truly. 


EXERCISES 

Embody  the   following  ideas   in   letters,   bearing  specially   in  mind   the 
necessity  for  both  clearness  and  brevity: 

1.  An  old  friend  of  yours  has  attained  high  honors  at  the  college  he  is  attending. 
Write  him  a  letter  of  congratulation. 

2.  You  are  the  correspondent  in  a  wholesale  dry  goods  house.  Write  a  letter  to 
a  salesman,  traveling  in  the  Northwestern  part  of  the  U.  S.,  informing  him  of  certain 
changes  in  prices  in  prints,  of  certain  numbers,  also  making  alteration  in  his  route. 
Give  him  the  names  of  firms  he  is  to  call  upon  in  some  new  towns  on  his  route. 

3.  Write  a  letter  to  a  wholesale  house  acknowledging  the  receipt  of  part  of  the 
goods  which  you  ordered,  mentioning  some  which  have  not  arrived  and  complaining 
that  some  of  those  received  are  not  up  to  the  samples  by  which  you  bought. 

4.  You  are  contemplating  going  into  the  furniture  business  and  write  to  your 
friend,  W.  S.  Blackman,  of  Peoria,  111.,  asking  what  the  chances  are  for  a  young  man 
in  Peoria.  Make  the  letter  full.  State  about  what  capital  you  have  at  command,  and 
ask  for  full  information. 

5.  To  a  friend  telling  of  some  good  fortune  which  you  have  lately  enjoyed. 

6.  As  one  of  a  committee  of  twenty-five  citizens  you  have  been  requested  to  draw 
up  a  letter  to  the  mayor  and  City  Council  of  your  city,  asking  for  certain  improve- 
ments in  the  streets  of  your  ward.  Iii  writing  the  letter,  you  will  need  to  make  a  good 
s^tement  of  your  case. 

7.  To  your  former  employer,  Mr.  Joseph  Bierce,  Kirkville,  Mo.,  asking  him  for  a 
letter  of  recommendation.  Ask  him  to  mention  particularly  your  ability  as  a  window 
trimmer. 

8.  To  the  head  of  your  firm,  Mr.  J.  E.  Alexander,  President  Alexander  Mfg.  Co., 
resigning  your  position  as  credit  man.  Your  health  demands  that  you  take  a  vacation 
that  will  be  long  enough  to  give  you  a  complete  rest.  Since  you  cannot  determine  how 
long  that  will  be,  you  think  it  better  to  resign. 

9.  You  have  been  a  faithful  and  valuable  employee  of  Alexander  Mfg.  Co.,  for  ten 
years.     They  appreciate  the  work  you  have  done,  and  ask  you  to  take  a  six  months' 


294  APPLIED    BUSINESS    CORRESPONDENCE 

vacation  without  loss  of  salary.     They  express  regret  that  your  health  is  not  good,  and 
hope  for  your  speedy  recovery.     Write  the  letter  for  Alexander  Mfg.  Co. 

10.  You  are  state  agent  for  the  Remington  typewriter.  Your  rights  have  been 
infringed  upon  by  a  large  concern,  in  another  city,  Miller  &  Co.,  dealers  in  the  same 
machines.  Miller  &  Co.  have  been  shipping  machines  into  your  territory,  claiming  that 
they  were  bought  at  their  place  of  business. 

(a)  Write  the  Remington  Company  about  it,  giving  full  particulars. 

(b)  Write  for  the  Remington  Company  a  letter  to  Miller  &  Co.,  stating  the  facts 
as  they  have  come  to  them,  and  asking  for  an  explanation. 

(c)  Miller  &  Co.'s  reply  to  Remington  Company,  saying  that  they  have  not  gone 
into  the  territory,  but  that  if  a  man  comes  into  their  town  and  buys  a  machine  for 
cash  you  have  no  means  of  telling  where  he  is  from — you  merely  sell  and  deliver  the 
goods — but  that  they  have  made  a  thorough  examination  and  know  of  no  case  in  point. 

(d)  The  Remington  Company's  letter  to  you  telling  of  the  satisfactory  adjust- 
ment of  the  affair. 

11.  On  the  1st  of  the  month  you  shipped  a  package  through  the  American  Express 
Company,  valued  at  $115.00,  to  J.  B.  P^arwell,  374  West  5th  St.,  Meriden,  N.  Y.,  and 
package  has  not  yet  arrived  at  its  destination. 

(a)  Write  the  express  company  asking  for  immediate  attention. 

(b)  The  reply  from  the  express  company  stating  that  the  package  was  through 
error  sent  to  Meridian,  Texas,  and  has  just  been  returned  to  the  Chicago  office.  It  was 
immediately  (give  date)  reforwarded  to  correct  address.  Express  regret  for  delay 
which  was  caused  by  address  becoming  defaced. 

12.  Answer  the  following  advertisements  with  a  view  to  purchasing : 

FOR  SALE :  The  most  complete  foundry  in  Nebraska ;  doing  a  good  business, 
fourteen  men  employed ;  working  overtime ;  more  orders  than  can  take  care  of ;  good 
reason  for  wanting  to  dispose  of  same.    200  E.  Washington  St.,  Pick  &  Brede,  Chicago. 

FOR  SALE :  Good  practice  and  one  of  the  finest  equipped  dentist  offices  in  the 
city ;  will  sacrifice ;  must  leave  city  Sept.  3d.    606  Masonic  Temple,  Chicago,  111. 

TRAVELING  SALESMEN,  for  positions  as  SALES  MANAGERS.  By  a  large 
jobbing  house.  For  vacancies  occurring  Dec.  15th.  Must  be  between  30  and  40  years  of 
age,  good  appearance,  keen,  have  original  ideas,  initiative  ability  to  judge  men  quickly, 
write  strong  letters  that  will  enthuse  salesmen  and  bring  results.  This  is  an  unusual 
opportunity.     Interviews  in  strict  confidence.     Call  any  day  between  1  and  4. 

Robert  Johns, 
20  Monroe  St.,  Chicago. 

Construct  a  suitable  letter  from  the  following  brief  notes : 
Sincerely  regret  to  say  work  on  building  at  Main  and  Center  Streets  delayed  account 
of  masons.  Material  coming  in  slowly.  Plastering  cannot  be  started  account  incomplete 
masonry.  Steel  girders  from  Pittsburgh  not  here.  Will  advise  definitely  when  strike 
ended.  Probable  date  of  completion.  Cold  weather  also  factor  in  delay.  Change  of 
elevator  location  necessitating  heavy  expense.  Probably  increase  contract  price  five  or 
six  hundred  dollars.  Try  to  ascertain  cause  of  delay  in  sending  structural  steel,  and  in- 
form us  by  wire.    Sorry  report  not  more  favorable. 


APPLIED    BUSINESS    CORRESPONDENCE  295 

LESSON  XLIV 


TONE 

We  now  come  to  a  consideration  of  those  general  qualities  in  a  letter  that 
make  it  effective,  and  the  first  of  these  is  tone.  In  speaking,  our  attitude 
toward  the  one  with  whom  we  are  speaking  is  indicated  by  our  voice,  our 
manner,  our  gestures,  our  actions.  The  letter  writer  is  deprived  of  these 
aids  in  expression  and  must  utilize  his  words,  phrases  and  sentences  to  express 
his  feeling.  But  notwithstanding  this  handicap,  the  tone  of  a  business  letter 
can  be  made  unmistakable.  The  tone  must  be  adapted  to  the  circumstances. 
Generally  it  can  be  determined  only  when  the  relationship  between  the  cor- 
respondents is  known.  The  character,  temperament  and  disposition  of  the 
one  to  whom  you  are  writing  largely  determine  the  question. 

If  you  have  a  personal  acquaintance  with  your  correspondent  you  will 
have  some  idea  of  what  kind  of  person  he  is,  and  be  guided  by  that  in  your 
approach  and  in  the  general  tone  of  your  letter.  If  your  correspondent  is 
unknown  to  you,  you  must,  of  course,  form  your  opinion  of  him  from  the 
letter  he  writes,  and  this  is  not  as  impossible  as  it  appears  on  the  surface.  The 
writer  of  a  letter  unconsciously  reveals  something  of  his  personality.  Some- 
thing in  the  way  he  expresses  himself  enables  you  to  form  an  idea  of  what 
sort  of  person  he  is,  and  the  accuracy  of  this  idea  will  be  determined  largely 
by  your  experience  and  your  ability  to  judge  men.  Even  this  impersonal 
contact  will  enable  you  to  take  a  mental  attitude  that  otherwise  would  be 
impossible  and  will  influence  the  tone  of  your  letter. 

The  following  elements  must  all  be  taken  into  consideration  in  determin- 
ing the  tone.  The  tone  of  your  letter  must  be  sincere.  It  must  reflect  a 
thorough  understanding  of  the  proposition  on  the  part  of  the  writer.  It  must 
take  into  consideration  the  viewpoint  of  the  reader.  An  effusive  or  affected  tone 
should  be  avoided  in  business  letters  as  it  would  be  in  a  personal  interview.  Cor- 
respondents often  affect  a  tone  of  superiority  and  attempt  to  display  a  knowl- 
edge that  is  a  positive  detriment  to  a  harmonious  relationship.  Answer  sharp 
and  discourteous  letters  in  a  friendly  tone.  Show  your  correspondent  that 
you  are  unruffled,  amiable,  and  you  will  put  him  in  a  favorable  frame  of  mind. 
Experienced  correspondents  never  allow  themselves  to  be  drawn  into  taking 
a  sarcastic  tone  even  though  unjust  criticism  may  seem  to  warrant  it.  A  sar- 
castic letter  never  does  any  good.  In  business  it  often  becomes  necessary  to 
refuse  a  request.  Do  it  in  such  a  way  that  your  correspondent  will  not  feel  the 
refusal  keenly.  Some  writers  can  decline  a  request  so  cleverly,  so  diplo- 
matically as  to  make  it  seem  like  a  favor. 


2%  APPLIED    BUSINESS    CORRESPONDENCE 

Asking  yourself  these  questions  will  assist  in  striking  the  right  tone: 
What  kind  of  man  is  this  correspondent? 
How  would  he  like  to  be  approached? 
What  is  the  best  way  to  present  the  proposition? 
The  examples  of  letters  under  the  topic  of  "Courtesy"  following,  are  very 
good  illustrations  of  the  correct  and  incorrect  tone. 

Courtesy. — A  business  letter  should  always  be  courteous.  In  the  rush 
of  modern  business,  men  are  often  tempted  to  omit  the  little  amenities  in  their 
intercourse  with  one  another  that  act  as  oil  acts  on  machinery.  There  are  men 
who  conduct  themselves  as  if  they  believed  discourtesy  was  an  asset  instead 
of  a  liability ;  as  if  to  be  discourteous  was  to  be  businesslike.  Their  letters  are 
brusque  and  coldly  impassive.  But  the  higher  up  you  go  in  the  scale  of  intel- 
ligence, the  more  courteous  you  find  them.  It  is  politic;  it  is  business.  The 
winning  of  the  favor  of  other  men — making  friends  of  them,  drawing 
them  into  close  touch — is  often  of  more  importance  than  to  sell  them  goods 
or  to  collect  an  account.  Courtesy,  as  a  rule,  will  exact  the  same  treatment 
from  others.     It  is  a  tangible  business  asset. 

The  following  letter  taken  from  actual  correspondence  is  a  good  illus- 
tration of  a  discourteous  letter: 
Dear  Sir : 

Why  don't  you  ship  our  order? 

If  you  don't  want  to  sell  us,  we  will  go  elsewhere  with  our  orders  as  our 
money  is  good  with  others,  if   it  isn't  attractive  to  you. 

Yours  truly, 

How  a  letter  can  be  perfectly  courteous  and  still  make  the  recipient  of  it 
feel  that  he  was  hasty  in  his  conclusions  is  strikingly  shown  in  the  reply  to  the 
foregoing  letter,  which  follows: 
Dear  Sir : 

We  thank  you  for  your  letter  of  June  12th  advising  that  your  shipment  has  not 
arrived.  We  have  looked  the  matter  up  and  find  that  immediately  on  receipt  of  your 
order  on  June  6th,  the  shoes  were  assembled  and  carefully  packed,  according  to  our  in- 
spector's record,  and  went  out  the  same  day  by  express.  The  books  of  the  express  com- 
pany also  show  perfect  regularity  in  getting  the  box  off,  but  they  have  promised  to  trace 
the  shipment  by  wire  from  this  point  and  report  to  us  immediately  on  receipt  of  advice. 

We  are  very  sorry  that  this  delay  should  have  occurred,  as  we  realize  exactly  the 
inconvenience  and  embarrassment  you  have  suffered.  If  the  goods  have  not  reached  you 
when  this  letter  arrives,  will  you  kindly  wire  us  at  our  expense  and  we  will  at  once 
duplicate  the  order?  The  express  people  are  very  confident  of  their  ability  to  effect 
delivery  of  the  shipment  before  we  could  put  another  one  through  and  therefore  we  are 
not  sending  a  duplicate  right  away. 

Awaiting  your  reply  and  assuring  you  that  we  shall  look  after  your  interests  promptly 
and  carefully,  we  are 

Yours  truly, 


APPLIED    BUSINESS    CORRESPONDENCE  297 

Fairness. — Fairness  is  another  quality  in.  business  letters  that  should 
not  be  overlooked.  We  cannot  be  fair  if  we  are  completely  wrapped  up 
in  our  own  selfishness — and  unfairness  is  usually  the  direct  result  of  selfish- 
ness. The  man  who  wants  everything  for  himself  is  bound  to  be  unfair  in 
his  treatment  of  those  with  whom  he  comes  in  contact,  and  especially  those 
who  are  not  his  equal  in  position  or  power. 

In  business  there  is  one  class  of  communication  in  which  fairness  plays 
an  especially  important  part — letters  intended  to  adjust  differences.  Where 
you  are  certain  some  one  has  suffered  inconvenience  through  your  fault,  it  is 
not  only  wise  but  fair  to  make  a  reasonable  concession. 

The  second  example  of  "courtesy"  is  a  good  illustration,  also,  of  fair- 
ness in  letter  writing.  The  writer  is  willing  to  make  any  reasonable  conces- 
sion to  adjust  matters  to  the  satisfaction  of  all  concerned. 

Consideration. — To  be  considerate  of  those  to  whom  you  write  is  a 
mark  of  distinction,  because  the  majority  of  people  who  write  are  inconsid- 
erate. It  is  inconsiderate  to  make  your  letter  incomplete  so  that  it  will  require 
further  correspondence  to  straighten  matters  out.  It  is  inconsiderate  to  omit 
any  information  from  your  letter  that  will  enable  your  correspondent  to  attend 
to  the  business  in  hand  with  the  greatest  dispatch.  It  is  inconsiderate  to 
address  your  letter  to  the  wrong  department.  It  is  inconsiderate  not  to  give 
the  specific  information  asked  for.  These  are  only  a  few  of  the  hundreds 
of  instances  that  might  be  mentioned  which  indicate  a  lack  of  consideration  on 
the  part  of  correspondents.  The  first  of  the  letters  in  the  foregoing  examples 
is  an  illustration  of  a  lack  of  consideration.  A  business  man  would  have 
appreciated  the  fact  that  there  are  many  slips  between  shipment  of  an  order 
of  goods  and  its  final  delivery.  He  would  have  asked  for  a  tracing  of  the 
shipment  or  for  an  explanation  in  a  more  courteous  way. 

Business  Judgment. — Business  men  live  in  an  atmosphere  of  business. 
A  business  letter  to  be  effective  must  therefore  be  in  harmony  with  sound 
business  judgment.  Put  nothing  in  a  business  letter  that  you  would  not  say 
in  an  interview.  The  letter  of  to-day  is  quite  different  from  that  of  even  a 
few  years  ago.  If  the  writer  is  trying  to  sell  something  he  does  not  now  con- 
tent himself  with  a  few  glittering  generalities — his  ideas  are  backed  by  argu- 
ments that  will  appeal  to  the  sound  judgment  of  a  business  man.  Empty 
phrases  have  no  place  in  a  business  letter.  The  business  man  wants  facts, 
reasons — good,  hard,  common-sense  reasons — for  doing  this  or  doing  that. 


EXERCISES 
Reconstruct  the   following  letter,  giving  it  the  correct  tone.     Read   it 
carefully;  pick  out,  if  possible,  its  weak  points  and  then  apply  the  test  of 


298  APPLIED    BUSINESS    CORRESPONDENCE 

judgment  to  it :    Is  it  such  a  letter  as  would  be  likely  to  convince  the  recipient? 
Is  it  courteous?    Is  it  fair? 

1.  We  think  you  are  mistaken  about  having  a  receipt  for  $14.45  for  the  remittance 
you  sent  us  September  9th.  If  we  sent  you  receipt  for  $14.45  it  was  certainly  a  mis- 
take, as  you  sent  us  two  checks — one  of  them  $3.45  and  the  other  one  $7.68,  so  that  you 
certainly  would  not  have  put  the  amount  in  your  letter  less  than  you  sent.  We  noted 
the  check  sent — as  we  always  do  when  we  receive  remittances — on  the  letter  when  it 
is  opened. 

You  are  also  mistaken  about  the  statement  rendered  September  1st  being  $17.50. 
It  was  $17.59,  which  is  the  correct  amount.  In  regard  to  the  felloes  on  fifth  wheel,  they 
were  different  size  from  what  you  ordered  before,  and  we  do  not  understand  how  you 
make  it  that  we  charged  you  $1.00  on  the  bill  of  September  28th  too  much.  We  are 
always  very  careful  to  put  the  prices  at  the  bottom  figure,  as  we  know  that  you  scan 
the  bills  very  closely.     The  amount  that  you  are  due  us  is  $28.66. 

The  spokes  that  we  sent  you  September  26th  were  North  Carolina  spokes.  We  have 
Western  spokes,  XX  grade,  cheaper  than  that,  but  the  price  we  charged  for  those  North 
Carolina  spokes  XX  is  bottom.  If  you  will,  when  you  order  spokes,,  say  cheap  spokes 
we  will  send  them.  Most  of  our  customers  use  the  better  grade,  and  we  usually  send 
them  unless  the  order  is  to  the  contrary. 

Write  out  a  complete  criticism  of  this  letter.  Then  reconstruct  it  embody- 
ing your  ideas  in  language  intended  to  win  the  addressee  over  to  your  views: 

2.  Your  letter  of  the  11th  inst.  has  been  referred  to  me  by  one  of  the  local  agents, 
and  in  reply  to  same  I  beg  to  say  that  I  was  with  Mr.  Farwell  when  he  wrote  the 
application  for  you  and  Mr.  Stiles,  and  I  differ  with  you  in  regard  to  false  misrepre- 
sentation of  any  kind,  as  every  clause  of  the  application  and  policy  was  discussed  and 
explained  to  your  entire  satisfaction.  You  read  the  applicaton  before  signing  it;  you 
also  had  your  policy  in  your  possession  three  or  four  weeks  before  paying  for  it,  and 
if  you  did  not  read  it  you  should  have  done  so,  as  you  certainly  had  sufficient 
time  to  do  so,  before  paying  for  it.  The  only  clause  you  objected  to  at  the  time  of  the 
writing  was  clause  five  contained  in  the  policy,  but  this  was  explained  to  your  satisfac- 
tion. As  to  Mr.  Stiles,  he  has  never  paid  one  cent  for  his  policy.  I  am  sure  that  if 
you  will  reconsider  your  statement  you  will  see  that  you  are  in  the  wrong,  as  no  business 
man,  especially  an  attorney,  would  allow  himself  to  be  led  into  a  trap  with  his  eyes 
open  wide.    You  certainly  should  be  able  to  understand  a  simple  contract  after  reading  it. 

Our  association  issues  the  most  liberal  health  and  accident  policies  on  the  market, 
and  if  you  will  study  your  policy  a  little  and  compare  it  with  other  policies  issued  by 
other  companies,  you  will  see  that  you  have  a  very  broad  contract. 

What  is  your  opinion  of  the  "tone"  of  this  letter?  Would  the  letter  pre- 
dispose you  favorably  toward  the  v/riter  and  his  goods?  Recotistruct  it,  tak- 
ing a  tone  that  you  think  will  win. 

3.  We  feel  justified  in  concluding  that  you  would  not  have  communicated  with  us 
as  you  did  had  you  not  had  in  mind  the  purchase  of  a  typewriter.  The  catalog  and 
advertising  matter  sent  must  have  enabled  you  to  form  a  fair  idea  of  Our  Latest  Model, 
which  marks  the  highest  point  of  mechanical  excellence  yet  attained  in  typewriter  con- 
struction. 


APPLIED    BUSINESS    CORRESPONDENCE  299 

Our  correspondence  with  you  has  not  been  consummated  by  the  entry  of  your  order; 
this  is  exceedingly  surprising  to  us,  for  when  you  wrote  us  we  felt  the  utmost  con- 
fidence in  our  ability  to  demonstrate  to  you  the  claims  we  make  for  our  product.  Have 
you  changed  your  mind  about  buying  at  this  time? 

You  will  admit  that  every  claim  we  make  for  our  machine  is  demonstrable — indeed  we 
would  not  waste  your  time  and  ours  in  formulating  claims  which  are  not  demonstrable. 
We  do  not  claim,  however,  that  our  system  is  perfect,  nor  that  our  judgment  is  in- 
fallible— and  from  the  fact  that  we  have  not  yet  sold  you  a  typewriter,  we  feel  that  we 
cannot  have  done  justice  to  the  subject.  If  so,  we  want  to  have  our  oversight  called  to 
our  attention,  and  if  you  have  arrived  at  a  conclusion,  we  believe  you  will,  upon  con- 
sideration, conclude  that  perhaps  we  are  entitled  to  know  what  that  conclusion  is. 

4.  Your  merchandise  store  has  been  destroyed  by  fire.  Write  a  125  word  letter, 
to  be  used  as  a  circular  to  your  customers,  explaining  that  your  business  is  not  crippled, 
that  the  good  will  of  your  customers  is  something  that  cannot  be  destroyed  by  fires. 
Say  the  store  does  not  look  attractive,  but  that  the  bargains  certainly  are.  Invite  your 
customers  to  visit  the  store  the  coming  week.    Give  the  letter  selling  touches. 

5.  The  alumni  of  your  high  school  are  getting  up  a  party  to  visit  the  national 
capital.  You  want  to  accompany  them.  It  will  be  an  educational  as  well  as  a  recreative 
trip.  Write  the  strongest  letter  you  can  to  your  father  enumerating  the  advantages  and 
attractions  of  the  trip,  and  ask  him  if  he  does  not  approve  of  your  plan  to  join  the  ex- 
cursion, the  expense  to  be  about  $25. 

6.  Write  a  letter  of  about  200  words  setting  forth  your  arguments  in  favor  of 
life  insurance. 

7.  Write  a  letter  to  a  young  person  with  the  object  of  selling  him  a  course  in  a 
business  school. 

8.  You  have  bought  a  new  typewriter.  It  does  not  give  satisfaction,  (a)  Write  a 
letter  of  dissatisfaction  to  the  company,  mentioning  specifically  the  causes  for  dissatisfac- 
tion, and  ask  them  to  have  their  salesman  call  on  you. 

(b)  Answer  the  foregoing  letter,  expressing  your  confidence  in  the  machine  and  your 
willingness  to  call  and  explain  its  operation  and  care.  Be  very  careful  as  to  the  tone 
of  your  letter. 

9.  Your  employer  is  a  manufacturer  of  woodenware.  He  has  just  brought  out  a 
catalog.  He  asks  you  to  prepare  a  letter  to  be  sent  out  with  each  catalog.  Put  selling 
talk  in  your  letter,  but  remember  that  mere  argument  will  not  create  interest  and  sell 
the  product. 

10.  Your  employer  has  recently  purchased  a  farm,  and  he  instructs  you  to  secure 
prices  and  information  regarding  fencing  material,  with  illustrated  literature,  names  of 
farmers  in  his  vicinity  that  have  built  fences  of  it,  etc.  Write  your  best  letter  on  the 
subject  to  be  sent  to  makers  of  fencing. 

11.  There  has  been  a  washout  on  one  of  the  railroads  leading  from  your  employer's 
factory.  There  are  a  number  of  orders  on  hand,  but  no  shipments  can  be  made  either 
by  freight  or  by  express  until  the  roadbed  is  repaired.  Your  employer  asks  you  to 
write  a  letter  of  explanation  to  be  sent  to  each  customer  whose  order  is  delayed.  An 
automobile  will  carry  these  letters  to  the  nearest  posting  station.  The  roadbed,  the 
railroad  agent  assures  you,  will  be  repaired  within  two  days. 


300  APPLIED    BUSINESS    CORRESPONDENCE 

12.  Your  employer  is  secretary  of  the  County  Fair  Association.  He  asks  you  to 
write  a  letter  to  be  sent  to  poultry  fanciers,  pointing  out  the  advantages  to  be  derived 
from  exhibiting  their  birds  at  the  coming  Fair.  In  your  letter  mention  the  estimated  at- 
tendance, the  newly  constructed  exhibition  houses,  and  the  publicity  value  of  showing 
their  stock  at  the  fair. 


APPLIED    BUSINESS    CORRESPONDENCE  301 

LESSON  XLV 


COMPLETENESS 

The  letter  should  be  complete  in  all  its  essentials.  There  should  be  no 
gaps  in  it  that  will  make  further  correspondence  necessary  to  eliminate  them. 
Say  what  you  have  to  say  upon  one  subject  and  then  pass  on  to  the  next. 
In  a  personal  interview  a  misunderstanding  may  instantly  be  corrected,  but 
a  wrong  impression  gained  from  a  letter  may  be  deepened  to  such  an  extent 
before  an  explanation  can  be  made  that  irreparable  injury  is  done.  By  mak- 
ing your  "outline"  complete  when  writing  a  long  letter  and  going  through  it 
carefully  before  you  start  to  write,  your  chances  for  making  the  letter  com- 
plete will  be  greatly  increased.  It  will  be  necessary,  of  course,  in  making  your 
outline  to  have  a  clear  idea  in  your  mind  of  what  you  want  to  accomplish 
with  the  letter. 

In  a  series  of  letters,  one  should  connect  so  directly  with  the  succeeding 
ones  as  to  complete  the  chain  of  circumstances  surrounding  the  transaction. 
As  all  business  houses  keep  copies  of  letters  sent  out  by  them,  it  is  obvious  that 
if  the  letters  of  a  series  do  not  contain  all  the  essential  facts  of  the  transac- 
tion they  are  of  little  value  as  a  matter  of  record.  The  answer  to  a  letter 
should  make  some  specific  reference  to  it  that  will  enable  the  reader  to  recall 
its  subject  or  to  locate  readily  the  copy  of  his  letter  in  the  files.  This  may  be 
done  by  referring  briefly  to  the  contents  of  the  letter. 

The  following  is  an  illustration  of  an  incomplete  letter: 
Dear  Sir: 

Inclosed  you  will  find  check  for  which  please  send  to  \V.  C.  Atkins  one  copy  of 

"Miller's  Laboratory  Physics." 

Yours  truly, 

The  same  letter  rewritten  to  embody  all  the  necessary  information : 
Dear  Sir: 

I  inclose  $2.00  for  which  please  mail  to  Mr.  W.  C.  Atkins,  24  Anne  Street,  Balti- 
more, Maryland,  one  copy  of  "Miller's  Laboratory  Physics,"  cloth,  advertised  in  The 
Business  Review,  January  12,  1913. 

If  you  will  drop  the  inclosed  card  in  the  front  of  the  volume,  I  shall  be  obliged 

to  you. 

1  ours   truly, 

The  Power  of  Attention  is  Limited. — Another  point  to  be  considered  is 
the  matter  of  attention  your  reader  can  or  will  gfive  to  your  communication. 
The  form  and  treatment  of  your  letter  has  an  important  bearing  upon 
this.  The  reader  has  but  a  fixed  amount  of  power  of  attention  at  a  given 
time,  and  whatever  power  is  absorbed  by  the  form  of  the  message,  must  be 
taken  from  the  total  power.     If  a  letter  is  to  be  effective  in  respect  to  the 


302  APPLIED    BUSINESS    CORRESPONDENCE 

economy  of  attention,  the  thoughts  to  be  conveyed  must  first.be  arranged  in 
logical  order,  and  the  language  must  then  be  made  so  simple  and  clear  that 
the. reader  will  unconsciously  concentrate  his  whole  attention  upon  the  mes- 
sage itself. 

The  power  of  attention  of  your  reader,  of  course,  can  be  vastly  increased 
by  the  attractiveness  of  your  presentation  from  the  mechanical  as  well  as 
from  the  construction  viewpoint.  If  your  sentences  are  long  and  rambling 
and  disconnected,  you  are  taking  your  reader  over  a  rough  road,  and  the 
jolts  and  discomfort  of  it  will  divert  him  from  what  you  are  really 
anxious  to  tell  him.  If  your  language  runs  along  smoothly  and  clearly,  he  will 
feel  himself  gliding  along  luxuriously,  and  your  chances  for  winning  your 
point  will  be  immensely  increased. 

The  following  letter  shows  a  very  poor  presentation  of  ideas.  Below  it 
the  letter  has  been  rewritten  in  harmony  with  the  law  of  logical  presentation 
— the  subjects  are  so  presented  that  the  reader's  power  of  attention  is 
conserved : 

Dear  Sir: 

I  succeeded  to-day  in  effecting  a  sale  of  your  property  and  inclose  check  for  $1750 
which  is  less  my  commission  of  $250.  I  took  two  mortgages  for  the  balance  together 
with  $500  worth  of  First  National  Bank  stock.  This  is  good  as  I  had  an  opinion  passed 
on  it  before  closing  the  deal.  If  you  will  meet  me  in  the  First  National  Bank  to-morrow 
morning  at  11  o'clock,  we  will  have  the  papers  ready  to  sign.  The  buyer  will  want  a 
certificate  of  title  from  the  Toledo  Guarantee  Title  Company.  The  two  mortgages  con- 
sist of   a   first  and   second   mortgage. 

Yours  truly, 

Dear  Sir : 

We  have  sold  to-day  your  property  No.  26  Jennings  Street,  Toledo,  Ohio,  for  $5,000, 
as   follows : 

$2,000  cash 
2,000  first  mortgage 
500  second  mortgage 
500  in  First  National  Bank  stock. 
You  are  to  furnish  clear  title  and  also  pay  the  water,  city,  county,  and  state  taxes  to 
January  1,  1914.    My  client  has  asked  for  a  certificate  of  title  from  the  Toledo  Guarantee 
Title  Company.     This  will  cost  $25.     Although  you  did  not  express  your  wiUingness  to 
bear  this  expense,  inasmuch  as  the  sale  has  been  consummated  at  a  good  figure,  I  took 
the  liberty  of  making  this  concession  which  I  trust  you  will  approve. 

The  papers  will  be  ready  to  sign  at  11  o'^clock  to-morrow  morning  at  the  First  Na- 
tional Bank,  where  I  shall  meet  you  at  that  hour.    The  $500  worth  of  First  National  Bank 
stock  is  already  in  my  possession  and  I  shall  deliver  it  to  you  to-morrow  morning. 
I  inclose  check  for  $1,750  which  is  less  my  commission  of  $250. 
Trusting  that  I  have  arranged  the  details  of  this  transaction  to  your  satisfaction, 

^  ^"^  Yours  truly, 


APPLIED    BUSINESS    CORRESPONDENCE  303 

EXERCISES 

Embody  the  following  ideas  in  letters.    Make  the  letters  complete  in  every 
detail. 

1.  You  have  been  graduated  from  the  high  school  and  are  thinking  of  going  to 
college  next  year.  Write  to  the  cbllege  of  your  prtference,  asking  for  catalog  and 
inquiring  as  to  rates,  entrance  requirements,  living  accommodations,  etc.  To  insure 
receiving  full  information,  state  in  detail  just  what  you  wish  to  know,  without  making 
your  letter  too  long  and  too  wordy. 

2.  The  letter  you  received  in  return  was  complete  in  the  information  given,  and  you 
have  decided  to  enter  the  college  in  September.  Write  a  letter  to  the  registrar,  requesting 
him  to  reserve  a  room  for  you,  ana  inquire  how  best  to  reach  the  college,  on  what  day 
the  students  are  expected  to  arrive,  and  such  other  information  as  you  think  you  would 
need  to  know. 

3.  In  a  catalog  of  Sears,  Roebuck  &  Co.,  you  have  seen  a  pocket  kodak  described 
(No.  483K,  page  89,  catalog  1913-b,  price  $2.45).    Write  a  letter  ordering  the  kodak. 

4.  You  have  decided  to  subscribe  for  The  Ladies'  Home  Journal.  Write  a  com- 
plete letter  placing  your  subscription  with  the  publishers,  whose  office  is  in  Philadelphia. 

5.  You  desire  a  new  platen,  or  roll,  for  your  typewriter,  but  you  live  in  a  small 
town  where  there  is  no  branch  office  of  the  typewriter  company.  Write  a  complete  letter 
ordering  a  platen.  Be  sure  to  give  them  such  facts  about  your  machine  as  they  will  need 
to  fill  the  order  promptly  and  accurately.  Ask  for  suggestions  about  putting  it  on  your 
machine. 

6.  You,  as  spokesman  for  a  party,  have  been  delegated  to  secure  rates  and  informa- 
tion regarding  a  summer  cottage  at  a  nearby  lake.  Write  a  complete  letter  soliciting  the 
required  information. 

7.  Your  watch  does  not  keep  time.  You  purchased  it  from  a  mail-order  jeweler. 
Write  to  him  describing  in  detail  just  how  much  time  the  watch  loses,  when  it  began  to 
lose,  remind  him  that  it  was  guaranteed  for  five  years,  tell  him  that  it  is  of  no  use  to  you 
in  its  present  condition,  etc. 

8.  The  manufacturer  agrees  to  take  back  the  watch  and  replace  it  with  a  new  one. 
Write  a  letter,  in  answer  to  Exercise  No.  7,  stating  this  fact  and  instructing  the  holder 
of  the  watch  what  to  do  with  it. 

9.  Through  a  bequest  of  your  late  uncle's  will  you  have  received  $20,000  in  cash. 
You  desire  to  invest  this  in  real  estate.  Write  a  letter  to  a  trust  company  handling  such 
properties,  and  acquaint  them  with  your  purpose,  stating  that  you  prefer  a  bungalow  of 
the  California  style,  not  to  cost  over  $5,000,  in  a  quiet,  clean,  high-class  section  of  the 
city.    Add  any  other  facts  that  would  help  to  describe  a  house  such  as  you  would  wish. 

10.  Order  from  the  Sibson  Nurseries,  Portland,  Oregon,  the  following  roses :  10 
plants  American  Beauty  Roses,  8  Plants  Multnomah  Queen,  4  Sibson  Special,  add  two 
varieties  of  your  own  selection.  Give  number  of  each  variety  and  also  catalog  page. 
Make  your  order  complete  in  the  matter  of  shipping  directions. 

11.  Write  a  complete  descriptive  letter  of  balsam  pillows,  using  the  following  sug- 
gestions :  Pillows  filled  with  healing,  sleep-inducing  needles  and  tips  of  the  aromatic 
balsam  ("abies  Fraseri")  ;  grown  on  crest  of  sunny  Blue  Ridge,  (altitude  over  4000  feet) 
near  Azalea,  North  Carolina.  Lasting  fragrance.  Relieves  insomnia,  colds,  hay  fever, 
etc.     Perfumes  the  room.     Your  description  must  be  complete. 


304  APPLIED    BUSINESS    CORRESPONDENCE 

12.  Write  a  letter  ordering  a  Waterman  Fountain  Pen.  Describe  the  pen  of  your 
preference. 

13.  Write  a  letter  ordering  the  following  goods:  6  bbls.  Granulated  Cane  Sugar,  1 
sack  Hotel  Astor  Coffee,  5  cases  Iowa  Canned  Corn,  1  box  Fairy  Soap. 

14.  Write  a  letter  to  a  clock  manufacturer  asking  if  he  can  furnish  a  hall  clock  to 
match  a  hall  finished  in  mahogany. 

15.  Answer  the  foregoing  letter,  quoting  price  of  $32  delivered,  cherry  finish,  height 
8  feet,  eight  day  heavy  brass  movement,  visible  pendulum,  strikes  hour  and  half  hour. 
Perfect  time  guaranteed.     Hand  polished. 

Reconstruct  the  following  letters  using  such  language  and  arranging  the 
ideas  of  the  letter  in  such  order  that  the  reader's  power  of  attention  will  be 
conserved : 

16.  Since  deciding  to  go  into  the  furniture  business  I  have  thoroughly  examined  the 
catalogs  and  noted,  as  well,  the  price  lists,  with  discounts,  from  five  other  houses,  and 
I  find  you  to  be  more  reasonable,  quality  of  goods  considered,  than  any  of  the  other  five. 

I  do  not  intend  to  open  up  on  a  very  large  scale  at  first,  it  being  my  purpose  to 
entirely  depend  on  the  business  to  make  itself,  and  shall  enlarge  my  stock  no  more  rap- 
idly than  the  demands  for  your  excellent  ware  will  justify.  I  consider  myself  very  for- 
tunate, indeed,  in  being  able  to  secure  about  $500  worth  of  a  broken  stock  from  a  local 
dealer  here  who  is  quitting  the  business;  consequently,  in  view  of  the  fact  of  my  having 
made  the  above  purchase,  my  first  order  will  be   quite   small. 

You  may  send  to  me  the  following  as  soon  as  you  can  possibly  fill  the  order :  Ten 
iron  beds,  with  best  coil  springs;  one  each  of  the  ten  different  styles,  as  per  catalog  list; 
one  cherry  sideboard  No.  20-B  with  bevel  French  plate  mirror;  four  sets  dining  chairs. 
No.  2034-A,  and  three  antique  oak  three-piece  bed  sets.  No.  29-C. 

I  wish  you  would  please  ship  these  by  way  of  B.  &  O.  R.  R.,  as  from  past  experience 
I  can  get  more  prompt  and  satisfactory  service  over  that  line. 

With  the  hope  that  you  will  ship  these  goods  promptly  and  that  they  may  inspect 
all  right,  I  will  close  by  again  wishing  that  this  trial  order  may  prove  a  nucleus  for  the 
upbuilding  of  more  extensive  and  mutually  profitable  relations  between  us. 

17.  We  hope  you  are  ready  to  take  up  the  matter  of  the  printing  outfit  which  you 
intend  to  purchase,  concerning  which  we  wrote  you  on  August  17th  and  about  which 
you  wrote  our  Philadelphia  House  on  June  5th  when  they  complied  with  your  request 
and  sent  you  our  specimen  book. 

We  make  a  specialty  of  supplying  complete  outfits  of  type  and  printing  material; 
know  what  is  necessary,  and  our  customer's  interests  are  looked  after  carefully.  We 
always  advocate  that,  in  starting,  a  customer  should  buy  as  little  as  he  can  get  along  with 
so  he  can  add  to  his  plant  what  he  finds  is  best  suited  for  his  work. 

If  you  have  not  decided  upon  selection  and  will  give  us  an  idea  of  what  your  work 
will  consist  of,  we  will  be  pleased  to  make  up  an  estimate  for  you,  of  course  subject  to 
your  revision  that  we  think  will  be  a  money  saving  proposition  to  you. 

As  a  business  man  you  will  realize  for  the  above  reasons,  your  work  is  safe  in  our 
hands.  We  hope  you  will  let  us  hear  from  you  regarding  your  order  by  return  mail. 
We  have  already  advised  you  as  to  our  allowance  for  freight  whereby  you  are  able  to 
purchase  from  us  here  as  cheaply  as  you  can  buy  elsewhere. 


APPLIED    BUSINESS    CORRESPONDENCE  305 

We  supply  many  of  the  largest  houses  throughout  the  country  with  our  type  which 
is  of  Nickel  Alloy  Metal,  the  hardest  and  toughest  that  can  be  made,  therefore  insuring 
long  wear,  on  Universal  Line,  saving  time  and  up-to-date  in  every  other  respect,  and  any 
business  you  may  favor  us  with  will  have  the  attention  of  experienced  people. 

Hoping  to  be  favored  with  a  reply  at  your  earliest  convenience,  and  inclosing  stamped 
envelope,  we  are 

18.  The  receipt  of  your  statement  of  commissions  of  the  8th  inst.  and  the  amount 
of  $8.33,  when  I  was  expecting  considerably  over  $100  from  that  source,  has  led  me  to 
realize  the  necessity  of  keeping  a  record  of  my  own  instead  of  relying  upon  the  system 
of  your  commission  paying  department  to  keep  an  absolutely  correct  record. 

I  have  always  kept  my  own  books  and  records  in  a  way  that  I  could  understand 
myself.  However,  as  the  volume  of  my  business  has  kept  on  growing  and  the  details 
having  become  more  numerous  each  year,  I  find  I  must  have  a  regular  bookkeeper  and 
have  a  set  of  books  on  the  regular  plan.  However,  I  will  not  carry  that  idea  into  eflfect 
until  my  return  from  the  East,  in  October.  In  the  meantime,  I  will  have  Mr.  Parrent 
check  up  all  of  our  orders  and  see  how  many  errors  I  can  find  you  have  made  against 
us  and  if  we  find  you  have  made  any  against  yourselves,  we  will  point  them  out.  How- 
ever, I  do  not  fear  that  we  will  wear  out  the  point  of  the  pencil  much  in  doing  that,  as 
the  young  man  who  keeps  our  commission  account  evidently  does  not  err  in  that 
direction. 

In  your  statement  of  the  8th  inst.  you  allow  us  only  5%  commission  on  the  H.  A. 
Bom  Packers  Supply  Company's  order  of  about  $31.50  sold  at  50  and  10%  discount, 
when  the  commission  should  be  10%.  Likewise  you  credited  us  only  5%  on  the  order  of 
C.  D.  Frank  and  that  should  be  10%.  The  W.  C  Barth  order,  entered  last  month,  but 
to  be  shipped  September  1st,  should  pay  us  10%. 

Under  the  terms  of  our  arrangement,  we  are  entitled  to  draw  against  the  commis- 
sions on  the  orders  from  the  Stephens  Hardware  Company,  Kerry  Bros.,  C.  N.  Living- 
stone and  the  Kerr  order  of  June  27th. 

According  to  our  original  contract  and  correspondence  and  interviews  since,  we 
have  understood  that  our  10%  commission  was  always  to  stand  on  all  business  sold  at 
50  and  10%  discount,  and  also  on  all  orders  at  any  special  prices,  where  the  discount  was 
in  excess  of  50  and  10%,  where  you  authorize  the  prices,  excepting  by  scaling  our  dis- 
count down  ta  5%  that  that  should  be  the  rate  paid  us  on  such  business,  if  we  secured  it. 


306  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  XLVI 


PERSONALITY 

Your  personality  is  reflected  in  your  correspondence.  Business  letters 
should  always  carry  with  them  an  air  of  business  friendliness.  They  must 
make  the  reader  feel  good.  Sincerity  and  frankness,  and  the  art  of  reflecting 
the  magnetism  of  your  personality  in  your  letters,  should  be  cultivated. 

The  value  of  personality  in  business  letters  is  more  appreciated*  now  than 
ever  before.  Formerly  a  business  man  wrote  a  letter  only  when  necessary. 
Now  the  letter  is  indispensable.  The  whole  character  of  business  corre- 
spondence has  changed.  It  has  grown  more  cheerful,  more  optimistic,  more 
encouraging,  more  human.  The  writer  who  can  give  his  letters  a  personal 
quality — make  his  correspondent  feel  that  there  is  a  common  interest — has 
paved  the  way  toward  advantageous  business  relations. 

Naturalness  and  a  cheerful  tone  in  your  letters  will  do  much  to 
strengthen  the  bond  of  sympathetic  interest.  Study  your  correspondent,  his 
method  of  thought,  his  moods,  his  way  of  looking  at  things. 

Make  your  correspondent  feel  that  your  letter  is  especially  for  him. 
Avoid  generalizing  when  you  can  be  specific. 

Originality. — Personality  in  your  letters  is  reflected  in  the  originality 
of  your  treatment — and  originality  is  one  of  the  most  valuable  qualities  a 
letter  can  have.  Nine  out  of  ten  correspondents  writing  about  the  same 
topics  will  treat  them  pretty  much  in  the  same  way.  There  will  be  little  choice 
between  the  letters.  They  will  be  commonplace,  tedious,  monotonous.  They 
will  possess  all  of  the  elements  thus  far  discussed,  perhaps,  except  one — 
originality.  The  one  thing  needed  to  give  them  life,  vitality,  effectiveness,  is 
missing. 

One  reason  that  business  letters  as  a  rule  do  lack  the  element  of  origin- 
ality is  that  they  are  all  patterned  after  the  same  models.  They  begin  in  the 
same  way — "We  beg  to  acknowledge  receipt  of  your  favor."  Then  follows 
a  long  list  of  hackneyed,  meaningless  "business"  phrases.  One  of  the  best 
exercises  is  to  take  an  ordinary  dictation  book,  blue  pencil  out  all  the  hack- 
neyed, stereotyped,  meaningless,  monotonous  phrases  and  substitute  for  them 
more  expressive  phrases. 

The  following  letter  was  written  in  answer  to  an  inquiry  for  catalog.    It 
is  a  fine  example  of  the  monotonously  inefficient  "business"  letter : 
Dear  Sir: 

Your  letter  at  hand  and  contents  noted.  As  requested  we  are  sending  you  a  catalog 
of  our  goods  and  trust  that  you  will  find  something  on  the  list  that  will  be  suitable  for 
your  purpose. 


APPLIED    BUSINESS    CORRESPONDENCE  307 

We  carry  at  all  times  a  very  complete  stock  from  the  low  price  qualities  within 
the  means  of  the  most  modest  purchaser  to  the  very  highest  grades  to  suit  the  tastes 
of  the  most  particular  customer. 

Trusting  that  we  shall  receive  your  valued  order,  we  are 

Yours  truly, 

The  following  is  an  answer  to  the  same  request  for  catalog.    The  writer 
has  toned  his  letter  to  meet  the  personality  of  the  inquirer.    It  is  such  a  letter 
as  a  business  man  acquainted  with  conditions  would  write: 
Dear  Sir: 

The  improvements  you  have  made  in  your  store  have  greatly  interested  us  and  we 
trust  the  fall  business  will  exceed  your  largest  expectations.  Your  new  store  and  our 
new  line  of  "Parisiana"  models  should  make  a  winning  combination. 

On  pages  20  to  43  of  the  catalog  you  asked  for  (which  goes  to  you  to-day  under 
another  cover)  you  will  see  these  styles  described  and  illustrated.  We  have  expressed 
to  you  for  inspection  a  sample  cloak  to  give  you  some  conception  of  the  delicacy  of 
the  weave  and  the  exquisiteness  of  the  styles. 

These  garments  are  all  made  by  the  famous  Parisian  tailors,  Maison  Faure,  whose 
productions  we  have  been  trying  to  secure  for  a  number  of  years  without  success — until 
the  present  season.  In  return  for  the  agency  in  this  country  we  are  under  agreement  to 
place  their  products  only  in  the  very  highest  class  stores  where  proper  window  display  is 
possible  and  the  customers  are  assured  of  service  free  from  criticism.  It  is  for  that 
reason  that  we  are  especially  anxious  to  see  you  secure  the  line  in  your  city. 

Possibly  you  have  merely  asked  for  the  catalog  in  anticipation  of  a  trip  to  New 
York.  We  have  an  entire  floor  devoted  to  this  firm's  oflferings  and  there  would  be  no 
greater  pleasure  afforded  us  than  to  conduct  you  through  our  rooms.  In  case  you  do 
not  plan  to  come  to  New  York,  you  will  find  on  pages  20  to  43  some  styles  checked 
in  blue  pencil,  which  were  selected  by  our  Mr.  Jensen,  with  whom  we  believe  you  are 
acquainted,  and  upon  whose  taste  and  judgment  you  rely. 

Will  you  not  write  us  after  you  have  inspected  the  sample  cloak  and  looked  through 
the  catalog? 

Yours  very  truly, 

The  foregoing  letter  is  long,  but  the  subject  demands  a  long  letter.     A 
letter  is  never  long  that  can  hold  the  reader's  attention  to  the  end. 


EXERCISES 

Write  the  following  letters : 

1.  You  have  been  absent  from  school  for  two  months  owing  to  illness.  You  have 
paid  in  advance  for  your  course.  Write  the  principal  asking  whether  the  school  will 
credit  you  with  the  two  months'  absence. 

2.  Write  an  answer  to  the  foregoing  letter  informing  the  student  that  the  school 
will  be  only  too  glad  to  extend  the  time.  Express  your  pleasure  at  the  news  that 
the  student  has  recovered,  and  say  that  you  hope  to  see  him  back  in  school  soon. 

3.  Through  the  negligence  of  the  railroad  company,  your  trunk  has  gone  astray. 
Write  a  claim  letter  to  the  railroad  company,  demanding  that  they  restore  your  trunk 


308  APPLIED    BUSINESS    CORR'ESPONDENCE 

at  once  or  reimburse  you  to  the  extent  of  $150,  which  is  the  limit  of  baggage  liability 
on  a  single  ticket. 

4.  Your  firm  has  just  sold  a  large  bill  of  automobile  robes  to  a  dealer  in  San 
Francisco.  Write  an  attractive  letter  of  appreciation.  Assure  him  of  your  company's 
willingness  to  co-operate  with  him  in  every  way.  Tell  him  when  he  comes  to  New  York, 
where  your  firm  is  located,  to  be  sure  to  call  upon  you. 

5.  A  dozen  of  the  blankets  mentioned  in  No.  4  are  found  to  be  defective.  Writing 
from  the  dealer's  office  in  San  Francisco,  lay  the  matter  before  the  manufacturers  and 
ask  them  what  you  are  to  do  with  the  defective  blankets. 

6.  Answer  No.  S  suggesting  that  he  return  the  blankets  to  the  factory  in  New 
York,  and  that  his  account  will  be  credited  with  their  value  or  new  blankets  shipped  in 
their  place. 

7.  Ask  A.  B.  Scott,  116  Boylston  Street,  Boston,  who  some  time  ago  inquired  about 
a  Kimball  Grand  Piano,  if  he  received  the  catalog  sent  him,  and  offer  to  answer  any 
questions  he  may  have  to  ask.  Also  mention  what  you  consider  to  be  the  winning  feature 
of  your  pianos. 

8.  You  are  owing  the  firm  of  Samms  Brothers,  Pittsburgh,  Pa.,  $256.00  balance  on 
bill  of  goods.  This  bill  becomes  due  on  the  1st  of  the  month,  but  owing  to  other  matters 
coming  up  which  will  require  more  cash  than  you  command  at  present,  you  will  be 
unable  to  meet  the  bill  in  full.  Write  them  fully  the  circumstances,  but  such  a  letter  as 
will  retain  their  confidence.  Ask  them  to  accept  inclosed  check  for  $156.00,  on  account, 
and  ask  for  thirty  days'  extension  of  time  on  the  balance. 

9.  Write  to  W.  A.  Collier,  New  Haven,  Conn.,  calling  attention  to  the  balance  due  on 
account,  $61.00.  Remind  him  that  you  have  been  very  lenient  with  him  in  this  matter 
and  that  unless  he  shows  some  disposition  to  pay  you  will  have  to  turn  the  matter  over 
to  your  attorney  for  collection.  Your  whole  object  in  writing  the  letter  is  to  get  the 
money.    You  do  not  care  about  retaining  him  as  a  customer. 

10.  David  Harum,  of  Philadelphia,  Pa.,  wishes  to  buy  from  the  Mcintosh  Engine 
Works,  of  Utica,  N.  Y.,  a  45  horse-power  engine.  The  price  is  $450.00.  He  is  willing  to 
pay  $25  and  give  his  note  for  30  days  for  the  balance.  The  Engine  Company  accepts 
the  proposition,  but  wishes  settlement  made  in  this  manner:  They  will  ship  the  engine, 
sending  invoice,  bill  of  lading,  draft  for  $300,  and  note  (ready  for  signature)  attached, 
to  the  First  National  Bank  of  Philadelphia.  Write  (a)  Harum's  letter  to  the  Engine 
Company;  (b)  write  their  reply. 

11.  You  are  a  coal  dealer.  It  is  mid-summer.  Write  a  letter  to  your  customers 
calling  attention  to  the  fact  that  you  can  save  them  money  and  annoyance  by  putting  in 
their  winter  coal  now  instead  of  in  the  fall.  Put  personality  in  your  letter.  Give  present 
quotations  of  coal  and  also  probable  quotations  two  months  later  when  everybody  will 
be  demanding  coal  delivered  at  once.  Mention  the  advantage  of  having  coal  on  hand 
when  the  cold  weather  sets  in. 

12.  One  of  your  customers  writes  back  that  he  has  tried  your  coal  and  thinks  it  is 
too  dirty  and  burns  up  too  fast,  although  he  seems  to  admit  that  it  gives  lots  of  heat. 
Write  him  a  letter  expressing  your  surprise  at  the  report  he  has  made,  that  he  is  the 
first  one  to  find  fault,  and  that  you  are  sorry  he  did  not  let  you  know  about  the  alleged 
condition  of  the  coal  last  winter.  See  if  you  cannot  handle  the  case  in  this  letter  so  as 
to  get  his  order  for  next  year's  coal. 


APPLIED    BUSINESS    CORRESPONDENCE  309 

13.  Your  employer  is  in  the  stationery  and  engraving  business.  He  wishes  to  secure 
as  many  as  possible  of  the  orders  in  the  neighboring  towns  for  social  stationery  and 
society  announcements.  He  asks  you  to  prepare  a  letter  of  100  words  or  more  which 
will  appeal  specially  to  women. 

14.  Place  an  order  with  the  stationer  in  the  largest  city  near  you  for  100  calling 
cards.    Ask  him  for  any  suggestions  as  to  arrangement  of  the  matter  on  the  cards. 

15.  An  answer  to  No.  14,  inclosing  samples  of  your  work,  and  explaining  the  pre- 
vailing styles.  Price  of  100  cards,  3  ply.  Tiffany  text,  including  plate,  $5.00.  Make  it 
plain  that  the  plate  is  the  most  expensive  part  of  the  first  order;  future  orders  will  be 
about  Ij^c  a  card.    State  how  long  it  will  take  to  fill  the  order. 

16.  Your  firm  is  intending  to  increase  its  force  of  salesmen.  Write  to  a  former 
business  associate  and  take  him  into  your  confidence  regarding  your  plans.  Ask  him 
if  he  does  not  know  of  one  or  two  live  men  that  he  could  recommend.  Explain  that 
you  will  not  need  a  man  for  six  months,  but  that  you  propose  to  investigate  in  the 
meantime.    Write  a  letter  of  150  to  200  words. 

17.  To  the  editor  of  The  Saturday  Evening  Post  asking  permission  to  reprint  in 
pamphlet  form  one  of  their  recent  articles,  on  "Making  Your  Store  Attractive." 

18.  An  answer  to  the  foregoing  request.  Say  that  permission  will  be  granted  to 
any  one  who  will  give  the  proper  credit — "Copyrighted  by  The  Curtis  Publishing  Com- 
pany, Reprinted  by  permission  of  the  publishers." 

19.  A  farmer  has  sent  your  employer,  who  is  a  commission  merchant,  three  crates 
of  eggs.  Say  you  are  sending  him  a  check  for  the  eggs,  and  write  a  letter  stating  that 
you  appreciate  his  pains  in  carefully  packing  the  eggs,  and  that  if  he  can  supply  you 
with  several  crates  weekly,  you  will  pay  him  top  prices. 

20.  C.  O.  Broxon,  Cambridge,  Mass.,  sends  you  an  order  for  a  dining  room  suite, 
the  price  of  which  is  $275.00.  Acknowledge  receipt  of  the  order  and  New  York  draft 
for  the  amount,  and  include  in  your  letter  the  information  you  think  Broxon  should  have. 


310  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  XLVII 


THE  LETTER  OF  APPLICATION 

The  first  requirement  in  writing  a  letter  of  application  is  fitness  for  the 
position  desired;  the  second  is  the  ability  to  present  your  qualifications 
attractively. 

The  letter  of  application  will  probably  be  the  most  important  letter  you 
will  have  to  write  at  the  beginning  of  your  business  career.  It  is  the  most 
convenient  and  effective  means  of  bringing  yourself  to  the  attention  of  business 
men.  It  is,  therefore,  well  worth  your  while  to  learn  by  careful  study  and 
practice  before  leaving  school  how  to  write  a  convincing,  appropriate,  attractive 
letter  of  application.  Never  write  a  letter  of  application  unless  you  are  will- 
ing to  do  your  best  on  its  preparation.  Most  letters  of  application  are 
faulty  in  construction,  fail  to  give  necessary  information,  lack  accuracy  and 
neatness,  and  fall  short  of  those  qualities  which  attract  and  convince  business 
men.    They  usually  go  into  the  wastebasket. 

Always  use  plain  white,  unruled,  full-size  letter  sheets,  writing  on  one 
side  only.  Do  not  use  stationery  with  a  monograim,  initial,  or  name  die  at 
the  top.  Be  sure  that  the  stationery  is  scrupulously  clean  and  that  your  letter 
contains  no  erasures.  Unless  you  are  applying  for  a  position  as  bookkeeper 
or  some  other  position  where  penmanship  is  a  vital  feature  of  your  service, 
type  your  letter.  But  it  is  well  to  submit  a  specimen  of  your  handwriting. 
Leave  plenty  of  margin  all  around  the  typed  part  and  see  that  it  is  not 
crowded.  Be  sure  that  you  sign  your  letter  legibly  in  your  own  handwriting. 
Don't  sign  it  in  typewriting.  See  that  the  letter  is  folded  properly. 
Here  are  a  few  general  suggestions: 

Write  your  letter  of  application  yourself — don't  "copy"  the  models  given  here. 

Write  frankly  and  modestly,  without  either  boasting  or  cringing. 

Show  a  proper,  but  not  over-emphasized,  appreciation  of  your  abilities. 

Be  sure  that  the  form  of  the  letter  is  faultless;  that  the  structure  of  the  sen- 
tences, the  spelling,  the  punctuation,  and  the  capitalization  are  all  correct. 

Do  not  be  afraid  to  ask  for  what  your  services  are  honestly  worth.  That  will 
depend  to  some  extent  upon  your  ability,  experience,  location,  and  upon  the  prevailing 
salaries  of  stenographers. 

Make  your  letter  mechanically  perfect. 

Give  the  names  of  references,  and  inclose  neat  copies  of  any  letters  of  recommenda- 
tion you  may  have. 

It  should  be  remembered,  in  answering  an  advertisement,  that  there  are  probably 
many  others  applying  for  the  same  position  and  that  unless  your  letter  has  some  striking 
quality  that  distinguishes  it  from  the  others,  it  will  receive  but  scant  attention. 


APPLIED    BUSINESS    CORRESPONDENCE  311 

Tell  briefly,  pointedly,  what  you  can  do — and  then  stop. 

Be  sure  you  answer  all  the  questions  asked  in  the  advertisement. 

Promptness  in  answering  ads  often  puts  you  in  ahead  of  other  applicants. 

Women  should  prefix  "Miss"  or  "Mrs."  in  parenthesis,  to  their  names. 

If  you  can  compose  a  good  business  letter,  mention  that  fact.  Your  letter  of  appli- 
cation will,  of  course,  indicate  to  some  extent  your  ability  in  that  direction. 

Don't  say,  "Having  seen  your  advertisement  in  this  morning's  World,"  etc.  Avoid 
saying  the  obvious. 

Don't  say,  "I  feel  that  I  am  capable,"  etc.    "I  can"  is  better. 

Don't  pack  all  your  information  into  one  paragraph.  Divide  it  up  into  a  number  of 
paragraphs. 

Here  is  a  letter  that  got  a  stenographer  a  good  position : 

X462  Tribune, 

Chicago. 
Dear  Sir : 

This  is  in  answer  to  your  advertisement  for  a  stenographer : 

My  education,  experience  and  qualifications,  briefly,  are :  I  am  a  graduate  of  the 
shorthand  department  of  Brown's  Business  College,  Peoria,  and  also  of  the  Peoria 
High  School,  a  school  that  is  on  the  accredited  list  of  the  State  University.  I  can  take 
dictation  rapidly  and  transcribe  it  quickly  and  accurately — spelling  correctly,  and  placing 
the  punctuation  and  capitals  properly. 

I  know  how — 

To  arrange  a  letter  tastefully  on  the  letterhead. 

To  file  a  letter  properly — or  to  find  one  that  has  been  filed. 

To  use  the  mimeograph  and  other  duplicating  devices. 

To  fold  a  letter. 

To  make  out  a  bill  correctly. 

To  meet  callers. 

To  keep  the  aff^airs  of  the  office  to  myself. 

To  attend  to  the  mailing  so  that  the  right  inclosures  will  go  with  the  right  letters. 

I  fully  understand  the  uses  of  common  business  papers,  such  as  drafts,  checks,  re- 
ceipts, invoices,  statements,  etc. 

I  am  twenty  years  old,  and  live  at  home. 

I  have  had  no  experience,  but  my  course  of  training  has  been  thorough  and  has 
duplicated  as  closely  as  possible  actual  business  conditions. 

»      May  I  not  have  an  opportunity  to  demonstrate  my  ability?     The  salary  question 
we  can  safely  leave  open  until  you  have  had  a  chance  to  see  what  I  can  do. 

Very  truly  yours, 

It  was  accompanied  by  a  letter  of  recommendation  from  a  business  man 
and  another  from  the  writer's  teacher. 

If  you  do  not  receive  an  answer  to  your  letter  of  application  within  ten 
days,  send  a  "follow-up"  letter,  just  as  advertisers  do  in  business.  It  may  be 
that  the  applicant  originally  selected  has  not  proved  entirely  satisfactory,  in 
which  event  you  may  still  get  the  position. 


312  APPLIED    BUSINESS    CORRESPONDENCE 

Here  is  a  good  example  of  such  a  letter: 

Dear  Sir: 

After  waiting  some  little  time,  I  am  still  without  a  reply  to  my  letter  on  the  sub- 
ject of  the  stenographic  position  which  you  lately  advertised  in  the  papers. 

I  am  anxious  for  an  interview,  and  believe  that,  if  granted  one,  I  can  prove  to  you 
the  statements  set  forth  in  my  previous  letter  and  absolutely  satisfy  you  as  to  my 
qualifications  for  the  place. 

Trusting  that  I  may  yet  have  this  opportunity,  I  am 

Very  truly  yours. 

You  may  desire  to  apply  for  a  position  with  a  firm  that  has  not  adver- 
tised. Most  firms  are  glad  to  consider  applications  from  good  stenographers 
at  any  time. 

The  following  letter  will  give  you  an  idea  of  what  you  should  incor- 
porate in  such  an  application : 


162  N.  Howard  Place, 

Martinsville,  Ind. 
Messrs.  Ludlow  &  Clay, 
The  Circle. 

Indianapolis,  Ind. 
Gentlemen: 

I  am  a  stenographer  and  wish  to  better  my  present  position.   I  am 
writing  you  because  I  believe  my  services  will  be  valuable  to  you,  and  that 
any  salary  paid  me  will  prove  an  investment  for  your  house. 
My  qualifications  are  as  follows: 

1.  Rapidity  and  accuracy,  both  in  taking  dictation  and  in 
typing. 

2.  Thoroughness  in  every  department  of  my  work. 

3.  Responsibility  and  loyalty  in  performing  my  duties. 

4.  An  appreciation  of  what  is  necessary  in  this  particular 
line,  with  integrity  and  quickness  in  its  execution. 

My  equipment  and  experience  consist  of  (here  state  what  you  have  done  in  the 
past  to  qualify  you  for  the  position).   I  inclose  copies  of  letters  of  recommendation  and 
the  names  of  references.   If  you  have  a  vacancy  at  the  present  time,  may  I 
ask  for  a  trial?   If  not,  will  you  kindly  file  my  application  for  future  use? 

Thanking  you  in  advance  for  a  reply,  should  my  qualifications  appeal 
to  you,  I  remain. 

Very  truly  yours. 


,yfCi^/)t,^ce    o^  f^A^ci^39ze, 


APPLIED    BUSINESS    CORRESPONDENCE  313 

EXERCISES 

After  studying  the  foregoing  instructions  and  suggestions  carefully, 
write  letters  of  application  in  answer  to  the  following  advertisements.  Some 
of  the  positions  could  be  filled  by  one  who  had  completed  a  business  course,  and 
in  replying  to  those  advertisements,  assume  that  you  have  completed  your 
course  and  are  qualified  to  fill  the  positions.  The  other  positions  advertised 
require  experience,  and  your  answers  will  necessarily  be  largely  imaginary.  It 
will  be  excellent  language  practice  to  answer  all  the  advertisements  given  here. 
Be  sure  to  give  your  address : 

1.  Stenographer  and  office  assistant,  preferably  with  some  experience  in  operating 
common  office  appliances.    Salary  dependent  upon  efficiency.    Times  Employment  Bureau. 

2.  Stenographer  wanted;  one  who  could  assist  in  preparing  copy  for  women's 
wearing  apparel ;  mention  salary  expected ;  originality  necessary ;  address  with  specimen 
of  description  writing  about  a  woman's  dress.    F  404  World. 

3.  Bookkeeper  and  stenographer;  steady  position;  good  pay.    D  448  World. 

4.  Stenographer  and  typist  wanted;  permanent.    98  Murray  St. 

5.  Stenographer,  experienced,  also  able  to  assist  with  clerical  work.  Address  own 
handwriting,  giving  age,   experience,   references,   salary.     Stenographer  328  Times. 

6.  Stenographer  and  office  assistant,  experienced.    Loeb  &  Jacobs,  118  E.  19th  St. 

7.  Railroad  stenographer  wanted;  must  be  rapid  and  accurate.  Good  salary  and 
quick  promotion.    State  experience  in  detail.    S.  P.  Inter  Ocean. 

8.  Stenographer  wanted,  about  20,  graduate  of  business  school;  state  salary  asked. 
W.  C.  Journal. 

9.  Stenographer,  experienced  in  billing  and  general  office  work.  Rye  Bros.,  128  W. 
26th  St. 

10.  Stenographer,  preferably  one  who  can  also  operate  multigrapih  machine.  West 
Sales  Co.,  265  W.  29th. 

11.  Bookkeeper  and  typist  wanted,  first-class  man  only,  with  good  record.  Jones, 
28  Nassau  St. 

12.  Stenographer  and  typewriter  wanted;  young  man  to  learn  business.  Write, 
stating  full  particulars  of  training,  and  mention  salary  expected.    Post,  H  431. 

13.  Correspondent,  familiar  with  mail  order  trade,  who  has  worked  up  from 
stenographer;  knowledge  of  advertising  also  of  assistance;  good  pay.  P.  O.  Box  8621, 
New  York. 

14.  Stenographer,  bright  young  man,  long  experience  not  necessary;  must  be  ac- 
curate; state  age  and  salary.    Address  J  61  American. 

15.  Stenographer  who  understands  Spanish;  state  salary  wanted.    W.  256  American. 

16.  Stenographer  and  typewriter,  high  school  graduate,  beginner.  Address  G.  B.  Box 
95;  123  6th  Ave. 

17.  Stenographer — young  man  under  22,  accurate  in  transcribing  and  taking  rapid 
dictation ;  clothing  experience  preferred ;  excellent  opportunity  for  a  hustler ;  state  ex- 
perience and  sahry  desired.    Address  Accurate,  492  World. 


314  APPLIED    BUSINESS    CORRESPONDENCE 

18.  Gimbel  Brothers,  New  York,  require  the  services  of  several  thoroughly  experi- 
enced stenographers.     Apply  by  letter. 

19.  Young  man  about  20  as  stenographer  and  typewriter;  one  who  is  famlHar  with 
general  office  work.    Union  Line  Pier,  29. 

20.  A  good  salary  will  be  paid   capable  stenographer  in  permanent  position  with 
real  estate  firm ;  experience  not  essential ;  able  to  meet  callers.     B28  Herald. 

21.  Bookkeeper  and   stenographer,   lady,   some  experience  in   insurance  work   pre- 
ferred; salary  $20  to  start.     State  full  particulars  in  first  letter.    J.  D.  Examiner. 

22.  Write  a  "follow-up"  letter  to  your  letter  in  answer  to  advertisement  No.  8. 

23.  Write  a  letter  of  application  to  John  Wanamaker,   Philadelphia,   who  has  not 
advertised,  but  who,  you  think,  might  employ  you  when  in  need  of  a  stenographer. 


APPLIED    BUSINESS   CORRESPONDENCE  315 

LESSON  XLVIII 


LETTERS  OF  INQUIRY 

Letters  of  inquiry  should  be  answered  promptly,  as  neglect  to  do  so  cre- 
ates a  bad  impression.  Particular  attention  should  be  given  to  the  article  or 
articles  inquired  about,  and  the  answer  should  be  full  and  complete.  Ref- 
erence should  be  made  to  the  particular  letter  you  are  answering,  in  order 
that  the  correspondent  may  readily  recall  it.  The  information  given  should 
be  such  as  to  render  further  correspondence  unnecessary.  Make  it  a  rule 
to  dispose  of  a  thing  at  the  time  it  comes  up  for  attention.  A  frequent 
source  of  complaint  is  the  failure  to  send  inclosures  that  are  specifically 
mentioned  in  the  letter — catalogs,  price  lists,  and  things  of  that  kind.  If  the 
inquiry  is  such  as  to  be  of  no  interest  to  you,  just  as  much  courtesy  should' 
be  shown  in  your  reply  as  if  an  order  depended  upon  it. 

Letters  of  inquiry  are  often  confidential,  seeking  information  about  the 
credit  or  standing  of  a  firm  or  individual.  In  answering  such  letters  the 
writer  must  use  care  to  make  no  statement  which  he  cannot  justify,  or  is  not 
willing  to  substantiate.  When  an  unfavorable  reply  is  made,  the  name  of  the 
person  or  firm  about  which  the  letter  is  written  should  not  be  mentioned.  If 
your  letter  of  inquiry  is  about  a  matter  which  is  of  interest  to  you  only,  it  is 
customary  to  make  some  courteous  acknowledgment  of  the  favor,  and  to 
inclose  a  stamped  addressed  envelope  for  reply.  Inquiries  of  a  general  busi- 
ness nature,  however,  are  usually  answered  promptly  as  a  matter  of  business 
courtesy. 


EXERCISES 

1.  C.  W.  Gray  &  Bros.,  Portsmouth,  Virginia,  write  you  asking  for  confidential 
information  concerning  C.  D.  Gibson  &  Company,  of  your  city. 

(a)  Write  them  giving  a   favorable   report. 

(b)  Write  them  giving  an  unfavorable  report. 

2.  W.  E.  Jennings,  Richmond,  Virginia,  writes  you  asking  you  to  give  certain  in- 
formation about  the  process  of  manufacturing  paper  with  which  you  are  not  familiar. 
You  could  get  the  information,  but  it  would  involve  the  loss  of  more  time  than  you  can 
afford.  Write  him  courteously,  and  offer  any  suggestions  that  occur  to  you  by  which  he 
may  profit.     You  might  give  him  the  names  of  some  books  that  treat  of  the  subject. 

3.  Write  to  the  Board  of  Trade,  Boise,  Idaho,  asking  that  literature  concerning  that 
city  be  sent  you  and  additional  information  regarding  the  hardware  business,  and  if  there 
is  a  possibility  of  a  good  opening  in  that  line. 

4.  Write  Marshall  Field  &  Co.,  Chicago,  for  prices  on  hand-made  lace  collars,  and 
for  information  and  prices  on  their  Orthepoedic  shoes  for  children. 


316  APPLIED    BUSINESS    CORRESPONDENCE 

5.  A  friend  of  yours  has  written  you  asking  about  the  course  of  instruction  given 
in  the  school  you  attended.  Write  him  fully  about  what  you  learned,  about  the  teachers, 
and  give  any  information  you  think  will  be  of  use  to  him  in  determining  whether  such 
a  course  will  be  of  advantage  to  him. 

6.  To  William  McGowan,  1621  Chestnut  Street,  Philadelphia,  inquiring  about  the 
length  of  time  it  will  take  to  manufacture  24  hand-bags  of  the  size,  design,  and  descrip- 
tion mentioned  in  the  proof  from  a  catalog  which  you  are  inclosing.  Ask  him,  also, 
to  give  you  the  lowest  quotations  on  them,  together  with  a  complete  specification  of  the 
materials  he  will  use  and  a  description  of  the  workmanship. 

7.  You  are  expecting  to  enter  a  military  school  in  the  East.  Write  a  letter  to 
the  Peekskill  Military  Academy  at  Peekskill,  New  York,  asking  for  full  information 
about  the  school.  You  probably  have  in  mind  the  kind  of  course  you  want  to  take ; 
ask  advice  about  the  practicability  of  taking  such  a  course.  Ask,  also,  to  send  full 
particulars  about  the  school  and  to  give  you  references. 

8.  You  want  to  take  a  special  course  in  the  University  of  New  York  on  the  subject 
of  commerce,  but  fear  that  your  qualifications  will  not  admit  you  to  the  University.  Write 
to  them  telling  of  your  preparation  and  asking  if  it  will  be  possible  to  enter  as  a  special 
student  and  make  up  some  of  the  subjects  in  which  you  are  deficient. 

9.  You  want  to  employ  a  young  woman  as  secretary.  You  require  for  the  position 
one  who  is  not  only  a  good  shorthand  writer  and  typist,  but  especially  has  good  judg- 
ment, is  capable' of  looking  after  callers;  one  who  has  a  knack  of  keeping  details  well 
in  hand,  who  is  possessed  of  a  good  memory  and  is  systematic  in  handling  her  work. 
Write  a  letter  to  the  University  Bureau,  Columbia  University,  New  York,  asking  if  they 
can  supply  such  a  young  woman. 

10.  Write  to  the  White  Star  Line,  New  York,  asking  for  full  particulars  about  tickets 
to  Liverpool,  first-class  and  second-class,  and  about  the  dates  of  sailing. 

11.  To  James  Frair,  Cambridge,  Mass.,  asking  about  a  boarding  place  near  the 
University.  Say  about  what  you  can  pay  for  board  and  room,  and  ask  for  full  par- 
ticulars, together  with  names  of  boarding  houses  in  the  vicinity. 

12.  To  the  Y.  W.  C.  A.,  New  York,  inquiring  about  a  room  for  yourself  during 
a  stay  of  four  weeks  in  New  York.  You  are  not  a  member  of  the  Y.  W.  C.  A.  State 
your  requirements — with  or  without  bath;  the  probable  cost,  location  as  to  light,  venti- 
lation, etc. 

13.  To  Marshall  Field  &  Company,  Chicago,  asking  them  if  they  can  match  the 
sample  of  lace  you  inclose,   the  price  per  yard,  etc. 

14.  To  A.  C.  McClurg  &  Co.,  Chicago,  asking  the  price  of  five  books.  Give  the 
titles  and  the  names  of  the  authors. 

15.  Model  Tailoring  Co.,  New  York,  asking  the  price  of  the  suit  advertised  in  the 
last  issue  (give  date)  of  the  Saturday  Evening  Post,  and  if  they  have  self-measure 
charts  which  will  enable  you  to  get  a  perfect  fit. 

16.  To  the  National  Suit  Company,  New  York,  asking  for  a  catalog,  together  with 
samples  of  dress  goods.  You  should  give  a  description  of  the  kind  of  goods  you  re- 
quire, and  such  other  information  as  they  will  need  to  comply  with  your  request. 

17.  Eastman  Kodak  Company,  Rochester,  New  York,  asking  the  price  of  a  certain 
Kodak,  No.  3A,  and  also  the  price  of  a  special  portrait  lens  for  use  in  the  same  camera. 


APPLIED    BUSINESS    CORRESPONDENCE  317 

18.  The  Remington  Arms  Company,  Bridgeport,  Conn.,  asking  the  price  of  their 
new  model  automatic  army  revolver. 

19.  To  W.  L.  Blackburne,  Pittsburgh,  Pa.,  asking  if  he  can  give  you  the  address  of 
P.  D.  Quaker  who  formerly  was  a  classmate  of  yours  in  Williams  College. 

20.  To  the  Rodger's  Band,  115  Lake  Street,  Chicago,  asking  the  cost  of  furnishing 
sixty  musicians  for  one  week  to  play  at  a  fair  in  your  city. 


LETTERS  OF  INTRODUCTION,  INDORSEMENT  AND 
RECOMMENDATION 

Letters  of  indorsement  or  recommendation  should  not  be  given  in  any 
case  unless  the  writer  feels  that  he  can  give  his  unqualified  indorsement  of 
the  person.  Communications  introducing  business  acquaintances,  especially, 
need  care  in  preparation,  for  the  reason  that  it  is  easy  to  incur  a  moral,  if  not 
a  legal,  obligation.  If  your  judgment  tells  you  that  a  business  acquaintance  is 
worthy  of  indorsement,  give  it  to  him  in  ungrudging  terms;  do  not  "damn 
with  faint  praise."  It  is  better  to  withhold  a  letter  altogether  if  it  cannot 
be  given  in  a  spirit  that  will  be  helpful  and  at  the  same  time  show  that  the 
writer  possesses  good  business  judgment. 

Letters  of  introduction  may  be  issued  (a)  for  the  purpose  of  introducing 
a  friend  socially,  (b)  for  the  probable  business  benefit  of  the  person  intro- 
duced, (c)  for  the  probable  benefit  of  the  person  to  whom  introduced ;  hence, 
its  tone  and  import  must  be  governed  by  the  nature  of  the  circumstances  in 
which  it  is  written, 

A  letter  of  introduction  should  not  be  sealed,  as  it  is,  of  course,  deliv- 
ered in  person.  Write  in  the  lower  left-hand  corner  of  the  envelope  "Intro- 
ducing Mr " 

An  open  letter  of  recommendation  should  be  addressed  "To  Whom  it 
May  Concern,"  or  "To  the  Public." 

Letter  of  Introduction 

Mr.  Francis  E.  North, 
65  W.  45th  St., 

New  York  City. 
Dear  Mr.  North: 

This  will  introduce  to  you  Mr.  C.  C.  Cross,  who  has  been  assisting  me  with  my 
editorial  duties  for  several  months,  as  I  have  intimated  in  my  letters.  He  has  made  a 
connection  in  New  York  and  will,  henceforth  be  your  neighbor.  I  shall  appreciate  it 
if  you  will  extend  him  any  courtesies  the  circumstances  may  suggest. 

Very  truly  yours, 


318  APPLIED    BUSINESS    CORRESPONDENCE 

Letter  of  Indorsement 

Messrs.  Weinberg  &  Stats, 
311  Broadway, 
New  York : 
Gentlemen : 

Mr.  James  Erstine  has  bought  my  store,  paying  cash  for  it.  I  have  advised  him  to 
buy  his  men's  furnishings  of  you.  I  can  indorse  Mr.  Erstine  as  a  successful  and  con- 
servative business  man,  with  the  conviction  that  your  relations  will  be  mutually  profitable. 

Respectfully  yours, 

Letter  of  Recommendation 

To  Whom  It  May  Concern  : 

This  is  to  certify  that  the  bearer,  Mr.  Miles  Horton,  has  served  me  in  the 
capacity  of  stenographer  and  typist  for  five  years  and  that  I  consider  him  a  young  man 
of  ability,  good  judgment,  reHability  and  integrity.  He  leaves  my  service  to  seek  a  wider 
field.  He  has  my  best  wishes,  and  I  commend  him  to  business  men  in  search  of  a 
capable  secretary  and  correspondent  of  Mr.  Horton's  attainments  and  experience.  I  will 
gladly  answer  any  questions  regarding  Mr.  Horton. 

Letters  Asking  Favors. — Letters  asking  favors  should  be  characterized 
by  directness.  State  the  nature  of  the  request  at  the  beginning,  and  then 
give  the  circumstances  which  occasion  it.  If  it  should  become  necessary  to 
ask  for  an  extension  of  time  on  your  account  or  other  obligation,  or  for  the 
privilege  of  drawing  on  a  prompt-paying  customer  before  a  bill  matures,  the 
letter  should  be  toned  to  show  that  the  obligation  for  the  favor  would  be  all 
on  your  side,  but  it  should  not  be  written  in  a  humble  spirit.  Such  letters,  if 
not  written  with  care,  are  apt  to  be  misinterpreted. 

Letter  of  Request 

Mr.  W.  S.  Burdick, 

Treas.,   Idaho   Land   Company, 
Boise,  Idaho. 
My  dear  Sir: 

You  have  doubtless  read  of  the  fire  that  cleaned  me  out  last  week.  The  insurance 
may  not  be  adjusted  for  a  fortnight  or  more.  In  the  meantime  I  would  like  to  put  in  a 
new  stock  in  the  adjoining  building  and  continue  my  business. 

The  next  installment  on  my  escrow  is  due  on  Saturday,  and  I  desire  to  ask  whether 
you  could  grant  me  an  extension  of  a  month  on  this  payment.  If  you  can  favor  me,  it 
will  enable  me  to  continue  in  business  while  the  insurance  companies  are  making  their 
adjustments.  Even  if  the  insurance  claim  was  not  paid  in  a  month,  the  profits  from 
my  business  in  that  time  would  be  sufficient  to  meet  my  obligation  with  you. 
Awaiting  your  kind  reply,  I  am 

Respectfully  yours. 


APPLIED    BUSINESS    CORRESPONDENCE  319 

EXERCISES 

Write  the  following  letters: 

1.  Introducing  a  business  acquaintance  in  whom  you  have  every  confidence. 

2.  Introducing  a  business  acquaintance  in  a  social   way   to   a   friend. 

3.  Introducing  James  Henry  Barrows  to  Mr.  C.  M.  Davison,  1121  Broadway,  New 
York.  You  know  both  men  well.  Mr.  Barrows  visits  New  York  with  the  view  of 
locating  in  business  there. 

4.  An  answer  to  A.  D.  Simpson,  of  St.  Joseph,  Mo.,  who  asks  about  the  reliability 
and  business  abiUty  of  M.  R.  Allison,  a  former  traveling  salesman  for  your  firm.  Alli- 
son was  in  your  employ  five  years.  He  is  thoroughly  reliable,  and  produced  excellent 
results  for  you. 

5.  An  unfavorable  reply  to  Simpson's  letter. 

6.  A  letter  to  M.  A.  Olsen,  Menominee,  Wis.,  asking  for  the  privilege  of  drawing 
on  him  for  $250,  one-half  of  your  last  invoice  to  him.  Olsen  has  always  taken  advantage 
of  his  discounts,  is  a  large  purchaser,  and  a  valued  customer. 

7.  Olsen's  favorable  answer  to  the  foregoing  letter. 

8.  A  letter  to  Mr.  Fred  Lieder,  1010  La  Branch  St.,  Houston,  Texas,  asking  an 
extension  of  ninety  days  on  your  note  of  $540.  Give  some  good  reason  for  making  the 
request — failure  to  collect  accounts,  disappointment  in  not  receiving  a  remittance  from  a 
reliable  customer,  or  something  of  that  kind. 

9.  Messrs.  Harper  Bros.,  New  York,  have  written  notifying  you  that  they  intend  to 
draw  draft  on  you  for  an  account  of  $35.00  which  you  owe  them.  Write  asking  them 
not  to  do  this  as  you  are  unable  to  meet  the  draft  at  this  time.  Make  some  definite  ar- 
rangement about  settlement. 

10.  To  J.  C.  Larkin  &  Co.,  who  always  pay  their  bills  at  sixty  days,  asking  them 
to  favor  you  by  paying  for  bill  of  goods  shipped;  you  are  short  owing  to  a  pro- 
longed strike,  which  has  seriously  retarded  business. 


320  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  XLIX 


LETTERS  CONTAINING  INCLOSURES 

As  a  large  proportion  of  business  letters  contain  inclosures  of  one  sort 
or  another,  it  is  essential  that  the  letter  writer  be  familiar  with  the  most  common 
forms  of  inclosures.  His  knowledge  should  extend  beyond  a  mere  superficial 
recognition  of  them — he  should  know  their  functions  in  the  business  world. 

Letters  containing  remittances  should  contain  an  exact  statement  of 
what  the  remittance  is,  the  amount,  its  purposes,  and  how  it  is  to  be  applied, 
in  order  that  the  remittance  itself  may  be  compared  with  the  letter,  and  dis- 
crepancies, if  any,  be  discovered  by  the  recipient.  The  same  rule  applies  to 
any  other  sort  of  inclosure — except,  perhaps,  an  advertising  circular.  The 
most  common  forms  of  remittance  inclosures  are :  Postage  stamps;  registered 
letter;  bank  draft;  personal  check;  certified  check;  cashier's  check;  postal 
money  order;  express  money  order. 

In  addition  to  mentioning  specifically  the  inclosures  of  a  letter,  the  fact 
that  the  letter  contains  an  inclosure  should  be  indicated  by  writing  the  word 
"Inc."  or  "Incs."  directly  beneath  the  stenographer's  initials. 

Drafts,  checks,  and  other  forms  of  remittance  inclosures,  are  usually 
folded  in  the  letter  so  that  the  contents  will  be  disclosed  upon  unfolding  the 
letter.  When  a  letter  has  several  inclosures,  a  simple  and  eflfective  way  to 
dispose  of  the  matter  is,  first,  to  address  the  envelope,  and  then  place  in  it  all 
the  inclosures  to  go  with  it.    In  this  way  an  omission  is  not  so  likely  to  occur. 

When  stamps  are  inclosed  in  a  letter,  they  should  be  protected  by  wrap- 
ping them  in  oiled  paper — they  should  never  be  stuck  to  the  letter.  Stamps 
should  never  be  inclosed  in  a  letter  that  has  been  copied  in  a  letter  press  until 
the  letter  has  had  ample  opportunity  to  dry. 

Always  check  over  the  inclosures  with  the  letter  to  see  that  everything 
Has  been  inclosed. 

The  letter  writer  should  always  see  that  booklets,  catalogs,  or  other  mat- 
ter going  in  a  separate  cover  are  sent  promptly.  Failure  to  receive  matter 
of  this  kind  can  usually  be  traced  to  carelessness.  If  a  catalog  or  other 
printed  matter  is  to  be  sent  in  this  way,  address  proper  envelopes  at  the  time 
and  attach  to  the  letter  so  that  the  mail  clerk  will  not  fail  to  see  what  is  to  be 
included. 


EXERCISES 

Write  the  following  letters : 

1.    To  the  Walker-Farnum  Company,   113  West  110th  St.,  New  York,  saying  that 
your  check  for  $59.00  covering  balance  due  them  is  inclosed. 


APPLIED    BUSINESS    CORRESPONDENCE  321 

2.  To  Mr,  W.  D.  Hause,  4162  Indiana  Avenue,  saying  you  are  inclosing  a  list  of 
names  of  the  members  of  your  society — the  "Centurions" — at  his  request,  to  be  used  in  a 
magazine  article  he  is  preparing. 

3.  To  A.  M,  Simmons,  Eureka,  Ohio,  acknowledging  receipt  of  a  postal  money 
order  for  $25  to  apply  on  a  contract  for  a  set  of  books  Simmons  has  purchased.  Say 
you  are  inclosing  receipt  for  the  amount. 

4.  You  have  received  a  letter  from  your  employer  asking  you  to  look  in  a  certain 
drawer  of  his  desk  and  to  send  him  the  following  articles:  a  note  of  William  Watson; 
an  express  receipt  for  a  package  sent  to  J.  D.  Hudson,  and  a  package  of  his  business 
cards.  Write  him  saying  that  you  are  sending  all  with  the  exception  of  the  calling  cards 
and  that,  although  you  looked  through  the  entire  desk,  can  find  nothing  of  the  kind,  but 
find  an  empty  box  with  the  name  of  the  engraver  on  it.  Thinking  that  he  perhaps  did 
not  know  that  he  was  out  of  cards,  you  have  ordered  another  lot  and  will  send  some  of 
them  as  soon  as  possible.    Avoid  using  the  wording  in  the  exercise. 

5.  To  L.  S.  Spring,  Monroe,  Michigan,  acknowledging  the  receipt  of  an  article,  for 
use  in  your  school  publication.     Thank  him. 

6.  You  are  the  local  salesman  for  the  Underwood  Typewriter  Company.  On  the 
15th  they  shipped  you  a  machine,  through  error,  with  the  express  charges  collect  amount- 
ing to  $4.75.  You  paid  the  amount  and  ask  for  reimbursement.  They  write  saying  that 
it  will  be  necessary  to  have  the  express  receipt  as  a  voucher  and  that  when  this  is 
sent  they  will  make  remittance  to  you.  You  are  inclosing  a  duplicate  receipt.  In  your 
letter  to  them  say  that  in  some  way  the  receipt  became  lost  and  you  are  sending  them 
a  duplicate  which  you  hope  will  answer  their  purpose.  Write  the  three  letters  involved 
in  this  transaction. 

7.  The  premium  on  your  policy  of  insurance  No.  134022  in  the  Prudential  Life 
Insurance  Company,  Philadelphia,  amounting  to  $146.52,  falls  due  on  January  first.  Say 
that  you  are  inclosing  bank  draft  on  the  First  National  Bank  of  New  York,  drawn 
by  First  National  Bank  of  Cleveland  for  the  amount  of  the  premium. 

8.  You  have  an  insurance  policy,  No.  365,482,  on  the  20-payment  plan  in  the  North- 
western Insurance  Company  of  Milwaukee.  The  annual  premium  amounts  to  $250.00,  and 
you  are  inclosing  your  certified  check  on  the  Northern  Trust  Company  of  Chicago  for 
the  amount  to-day.  You  also  want  to  know  what  the  loan  and  surrender  value  of  your 
policy  is  at  this  time.    Write  the  letter  to  accompany  this  remittance. 

9.  Write  a  letter  to  the  Farmers  and  Merchants  Bank  in  your  city,  in  which  you  have 
money  deposited,  ordering  New  York  draft  for  $72.50,  payable  to  the  Henderson  Brown 
Clothing  Company,  St.  Louis,  Missouri.  Say  you  inclose  your  check  for  the  amount 
of  the  draft  and  exchange.    Exchange  15  cents. 

10.  W.  E.  Jennings  &  Company,  Philadelphia,  Pa.,  are  agents  for  Mrs.  E.  O. 
Ashley,  of  the  same  city,  collecting  rents,  looking  after  her  real  estate,  etc.  During  the 
current  month  they  have  collected  rent  from  two  stores  at  $50  each,  five  flats  at  $25 
each,  five  flats  at  $35  each,  one  store  at  $75.  Write  the  letter  for  Jennings  &  Company, 
making  report,  and  saying  that  you  are  inclosing  check  on  the  Franklin  Bank  &  Trust 
Co.,  Philadelphia,  covering  the  amount.  Deduct  2^2%  agent's  commission.  Tabulate 
the  items.  Give  names  of  tenants,  where  stores  and  flats  are  located,  and  such  other 
necessary  information  as  you  deem  needful  to  the  full  understanding  of  your  client. 
One  of  the  flats  is  in  need  of  certain  repairs.    Advise  having  the  work  done  at  once; 


322  APPLIED    BUSINESS    CORRESPONDENCE 

give  probable  cost,  and  ask  for  authorization  to  have  the  v^^ork  done.    Make  the  letter  as 
brief  and  business-like  as  possible,  but  at  the  same  time  cover  the  points  clearly. 

11.  A.  J.  Smithson  &  Co.,  of  Pittsburgh,  Pa.,  are  the  agents  for  C.  A.  Van  Buskirk, 
of  Providence,  R.  I.,  handling  certain  lands  in  Iowa  for  him.  They  have  disposed  of  his 
farm  near  Clinton,  to  A.  W.  Wilson,  for  $15,600  on  the  following  terms :  $5,000  cash  and 
the  balance  in  two  years  secured  by  first  mortgage.  Write  full  particulars  and  say  you 
inclose  draft  for  the  amount  on  the  Providence  Trust  Co.,  issued  by  the  Commercial 
National  Bank,  Pittsburgh. 

12.  The  Commercial  Soap  Company,  1621  Western  Avenue,  Chicago,  are  in  receipt 
of  a  telegram  from  one  of  their  traveling  men,  M.  E.  Cunningham,  dated  South  Bend, 
Ind.,  ordering  shipped  to  John  O.  Hauser  &  Company,  of  that  city,  at  30  days,  50  cases 
of  Omega  soap.  The  Commercial  Soap  Company  look  up  John  O.  Hauser  &  Co.,  but 
cannot  obtain  sufficient  information  to  warrant  them  in  opening  an  account,  and  there- 
fore write  their  salesman  accordingly,  asking  him  to  arrange  with  Hauser  to  accept  draft 
bill  of  lading.  ("Draft  bill  of  lading"  means  that  an  ordinary  commercial  draft  for  the 
amount  is  attached  to  the  bill  of  lading  and  sent  to  the  bank  for  collection.)  Also  make 
certain  changes  in  the  salesman's  route  ordering  him  to  Indianapolis,  giving  such  instruc- 
tions as  seem  necessary.    Write  a  letter  from  the  Commercial  Soap  Co.  to  Cunningham. 

13.  You  have  just  received  a  monthly  statement  from  William  A.  Hollister,  of 
your  city,  a  general  merchant,  showing  your  indebtedness  to  be  $26.75.  Write  him  a  letter 
saying  you  inclose  your  check  on  the  Western  National  Bank,  Dallas,  Texas,  for  $10, 
and  ask  for  thirty  days'  time  on  the  balance.  Make  some  satisfactory  explanation  for 
inability  to  settle  in  full  at  the  time. 

14.  The  Western  Grocery  Co.,  Denver,  Colorado,  sold  to  A.  M.  Cutter,  2300  Champa 
Street,  a  bill  of  groceries.  They  have  sent  him  a  statement,  and  later  a  letter  caUing 
attention  to  the  fact  that  the  bill  has  not  been  paid.  In  reply  Cutter  states  he  has  not 
received  a  bill,  and  asks  for  an  itemized  bill.  Write  a  letter  to  accompany  the  itemized 
bill.  You  cannot  account  for  his  failure  to  receive  bill.  The  account  is  overdue  and 
you  are  anxious  to  collect.  Make  your  letter  courteous  but  firm  enough  to  bring  imme- 
diate action. 


APPLIED    BUSINESS    CORRESPONDENCE  323 

LESSON  L 


LETTERS  ORDERING  GOODS 
The  most  painstaking  care  must  be  used  in  writing  letters  ordering  goods, 
to  make  them  clear,  exact,  and  complete.     A  letter  that  lacks  any  of  these 
qualities  will  surely  subject  the  writer  to  inconvenience  and  perhaps  to  finan- 
cial loss.    In  writing  letters  ordering  goods,  observe  these  points : 

1.  Give  a  tabulated  list  of  the  items.  That  is,  put  each  item  on  a  separate  line. 
This  arrangement  facilitates  filling  the  order,  and  checking  it  up.  and  is  also  clearer. 

2.  Quantity,  quality,  shape,  style,  and  sise,  of  the  thing  ordered  should  be  definitely 
stated. 

3.  When  ordering  from  a  catalog,  use  the  blanks  furnished  with  it  if  possible,  and 
be  sure  to  give  the  catalog  number  of  the  article  as  well  as  the  page  number  on  which 
it  is  listed.    If  the  catalog  has  a  number,  that,  also,  should  be  given. 

4.  In  case  of  first  order,  (a)  state  how  payment  is  to  be  made,  (b)  give  reference 
as  to  financial  responsibility,  (c)  if  remittance  accompanies  the  order,  state  its  form,  the 
amount,  and  how  it  is  to  be  applied. 

5.  Give  adequate  shipping  instructions. 

6.  Give  time  limit  within  which  goods  must  be  shipped,  if  necessary. 

7.  Write  the  shipping  address  so  clearly  that  a  mistake  will  not  be  likely  to  occur  in 
addressing. 

8.  If  any  points  relating  to  orders  need  additional  explanations,  confusion  can  often 
be  avoided  by  embodying  these  in  an  accompanying  letter.  Leave  nothing  to  chance  or 
guess  work.  It  is  well  to  remember  that  the  recipient  of  an  order  must  depend  wholly 
upon  your  written  communication  for  the  information  which  will  enable  him  to  fill  your 
order  in  accordance  with  your  wishes. 

9.  Make  your  order  wholly  independent  of  any  other  similar  order  which  you  may 
have  sent.  Do  not  say  "same  as  last  order" — be  specific.  If  it  be  necessary  to  identify 
an  item  by  reference  to  goods  previously  ordered,  mention  the  date  and  give  such  other 
information  as  will  enable  your  correspondent  to  understand  it  thoroughly.  Information 
of  this  kind  will  not  only  lessen  the  chance  of  error,  but  will  save  time  in  filling  the  order. 


ACKNOWLEDGING  ORDERS  AND  REMITTANCES 
The  receipt  of  an  order  or  remittance  should  be  promptly  acknowledged, 
because  of  the  favorable  impression  your  promptness  makes  upon  your  cus- 
tomer. The  acknowledgment  should  be  definite  enough  to  preclude  confusion. 
With  many  firms  the  custom  is  to  acknowledge  an  order  by  sending  an  invoice 
but  unless  the  invoice  states  the  probable  date  of  shipment,  the  customer  is 
left  in  a  state  of  undesirable  uncertainty.  Many  firms  use  printed  forms  with 
the  necessary  spaces  for  description,  date  of  probable  shipment,  etc.,  in 
making  acknowledgment  of  orders.     The  acknowledgment  should 

(a)     refer  to  the  order  by  date  and  contain  such  reference  to  it  as  will  make  its 
identification  certain, 


324  APPLIED    BUSINESS    CORRESPONDENCE 

(b)  state  when  the  order  will  be  filled, 

(c)  when  the  goods  will  be  shipped, 

(d)  give  such  further  facts  as  the  circumstances  require. 

Printed  postal  cards,  with  blank  spaces  for  date  and  amount,  may  be 
used  in  acknowledging  the  receipt  of  a  remittance. 


EXERCISES 

Write  the  following  letters: 

1.  To  the  wholesale  house  of  Marshall  Field  &  Company,  Chicago,  ordering  10 
pieces  of  No.  4628  black  dress  Panama,  12  pieces  No.  4718  brown  satin,  20  pieces  No. 
629  gingham,  10  pieces  No.  4613  gray  silk.  State  that  goods  are  the  same  as  ordered 
through  their  traveling  representative,  W.  S.  Nordington,  of  certain  date  (give  date)  ; 
ask  to  ship  by  Union  Pacific;  date  letter  Omaha,  the  present  date.  Sign  letter  Griffith 
Jenkins,  per  you. 

2.  An  answer  to  the  foregoing  letter  saying  that  all  goods  have  been  shipped  with 
the  exception  of  the  No.  4628  black  dress  Panama,  which  was  not  in  stock  and  had  to  be 
obtained  from  the  factory,  but  shipments  would  be  made  direct  from  the  factory  at  the 
earliest  possible  moment.  Thank  them  for  order  and  inclose  typewritten  invoice.  Be 
careful  to  make  out  all  papers  correctly. 

3.  To  Colbe  &  Cowan,  23d  and  Broadway,  New  York,  ordering  the  following  goods: 
1  doz.  Dining  chairs.  No.  63,  $3.00  each;  1  Host's  chair,  No.  642,  $6.00;  1  Dining  table, 
No.  63B,  $26.00;  1  Bokara  rug.  No.  3640,  92x124,  $85.00.  State  that  check  for  $381.60,  in- 
closed, is  to  apply  on  last  invoice.  Ask  that  goods  be  shipped  by  N.  Y.  C.  Ry.,  at  earliest 
possible  date. 

4.  An  answer  to  the  foregoing  letter  saying  that  goods  have  been  shipped,  as  in- 
structed, with  the  exception  of  the  rug  which  had  to  be  ordered  from  the  importer,  and 
will  be  forwarded  at  the  earliest  possible  moment. 

5.  For  Wilson  Brothers  Company,  of  Cortland,  New  York,  ordering  from  the  Henley 
Manufacturing  Company,  of  Richmond,  Va.,  500  sets  of  moulding  which  they  use  in 
manufacturing  carriages,  described  in  the  Henley  Manufacturing  Company's  catalog  as 
follows : 

100  Sets  No.  A26 
75  Sets  No.  A27 
250  Sets  No.  C221 
50  Sets  No.  A22 
25  Sets  No.  B28. 
Ask  that  they  be  billed  on  the  usual  terms  given  by  this  house,  25%  and  5%  dis- 
count. This  is  the  first  order;  give  references. 

6.  The  reply  for  the  Henley  Manufacturing  Company,  stating  that  you  have  not 
in  stock  the  particular  moulding  ordered.  They  have  something  else  which  is  similar  and 
may  answer  the  purpose.  You  are  inclosing  blue-prints  showing  sections  of  the  mould- 
ing. If  Wilson  Brothers  should  order  one  thousand  of  the  mouldings  they  want,  you 
can  afford  to  manufacture  them.    Answer  the  letter  fully. 


APPLIED    BUSINESS    CORRESPONDENCE  325 

7.  You  have  received  an  order  through  your  salesman,  from  the  Lyons  Co-operative 
Store  Co.,  Bloomington,  111.,  for  shirts,  summer  coats  and  vests.  You  are  able  to  fill 
the  order  with  the  exception  of  No.  2760  coats.  These  will  have  to  be  made  special. 
You  will  forward  them,  express  prepaid,  as  soon  as  completed.  Owing  to  the  lateness 
of  the  season  it  is  very  difficult  to  fill  orders  complete.  Write  a  suitable  letter  to 
the  L.  C.  S.  Co. 

8.  Bradley  Brothers,  259  Water  Street,  Decatur,  111.,  have  ordered  from  you  one 
piece  of  damask  No.  6840,  quality  330,  of  approximately  25  yards,  at  72j^c.  You  have 
not  this  number  in  stock,  but  are  taking  the  liberty  of  substituting  No.  6941  which  is 
quite  similar  though  higher  in  price,  80c  per  yard.  State  that  you  bill  it,  however,  at 
773^c  per  yard.    Write  the  letter  to  Bradley  Brothers  explaining  the  substitution. 

9.  Write  a  letter  to  Williams  Manufacturing  Co.,  St.  Louis,  Mo.,  acknowledging 
the  receipt  of  order  for  goods  amounting  to  $275.40.  State  that  goods  will  be  shipped 
(give  date)  by  Illinois  Central  Railway.    An  invoice  will  accompany  your  letter. 

10.  You  have  received  an  order  from  Carroll  E  Francis,  Brunswick,  Ga.,  for  six 
dozen  men's  balbriggan  underwear.  No.  64A,  at  $4.25  a  dozen.  You  are  entirely  out  of 
the  number  called  for.  You  have  a  style  of  suit  coming  which  has  been  jobbed  at  $4.50, 
but  which  you  will  sell  at  same  price  as  No.  64A.  You  will  be  able  to  ship  within  a 
week.    Write  a  suitable  letter  to  Francis  giving  the  details. 


326  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  LI 


COLLECTION  LETTERS 

The  function  of  a  collection  letter  is  to  collect  money  and  at  the  same 
time  maintain  the  friendly  relations  (if  they  are  desired)  between  the  house 
and  the  debtor.  The  customary  proceeding  in  collections  is  to  send  a  state- 
ment on  the  first  of  the  month.  If  attention  is  not  given  to  this,  a  statement 
marked  "Duplicate"  or  "Please  remit"  is  sent.  If  these  fail  to  elicit  a 
response,  the  work  of  the  collection  letter  writer  then  begins.  Debtors  can 
usually  be  classed  as  follows:  those  naturally  slow  from  lack  of  initiative; 
temporarily  "hard  up";  experts  at  framing  plausible  excuses  for  inability  to 
pay;  and  those  who  do  not  intend  to  pay,  if  they  can  avoid  it.  The  first  letter 
in  reply  to  a  request  for  payment  will  usually  determine  to  which  of  these 
classes  the  debtor  belongs.  The  letters  to  him  can  then  be  framed  accordingly. 
Promptness  in  notifying  a  debtor  of  his  overdue  account  is  essential,  because  as 
the  age  of  his  bill  increases  the  chances  of  collection  decrease  generally.  All 
possible  peaceable  methods  in  collecting  an  account  should  be  exhausted 
before  resorting  to  strenuous  ones ;  but  when  it  becomes  evident  that  the  debtor 
is  trying  to  avoid  payment,  action  to  force  payment  should  be  taken. 

The  first  letter  to  a  debtor  whose  account  is  overdue  should  be  written 
in  a  courteous  tone.  A  "dunning"  letter  should  never  be  written  on  a  postal 
card.    The  following  is  a  good  example  of  that  kind  of  letter : 

We  inclose  a  statement  of  your  account  with  us  amounting  to  $27.65  due  on  the  1st. 
It  is  likely  that  a  failure  to  remit  with  your  usual  promptness  is  an  oversight  on  your 
part.    A  prompt  remittance  will  be  greatly  appreciated. 

The  following  is  a  more  urgent  demand  for  payment  of  the  account : 

We  regret  the  necessity  of  once  more  calling  attention  to  the  inclosed  account 
amounting  to  $27.65,  which,  as  you  know,  is  considerably  overdue.  We  are  surprised 
that  our  repeated  requests  for  settlement  have  been  entirely  ignored,  for  you  must 
appreciate  the  justice  of  our  claim  and  that  it  will  be  decidedly  to  your  advantage 
to  make  prompt  payment. 

We  wish  to  say  that,  unless  we  hear  from  you  with  a  remittance  by  the  10th,  your 
account  must  pass  into  the  hands  of  our  attorneys  for  collection. 


EXERCISES 

Write  the  following  letters : 

1.  W.  A.  Smith,  of  Rochester,  New  York,  owes  you  $26.50  for  a  bill  of  goods.  You 
have  sent  him  statement  of  account  to  which  he  pays  no  attention.  Write  him  a  courteous 
letter  drawing  attention  to  the  fact. 


APPLIED    BUSINESS   CORRESPONDENCE  327 

2.  You  still  fail  to  hear  from  Mr.  Smith.  Write  him  a  still  more  imperative 
letter.    You  wish  to  retain  his  trade,  but  you  need  the  money. 

3.  You  have  heard  from  Smith  saying  that  it  will  be  impossible  for  him  to  pay 
now,  owing  to  expenses  in  his  family  which  have  absorbed  all  his  funds.  He  asks  for 
three  months'  time  on  his  bill.  Write  him  asking  him  to  give  you  his  note  for  that  time 
at  6%  interest. 

4.  Write  to  a  debtor  asking  for  the  prompt  payment  of  his  account  which  is 
now  several  days  overdue.  You  have  heavy  bills  to  meet  yourself  and  owing  to  that  fact 
you  are  counting  on  him  to  assist  you  in  keeping  your  obligations. 

5.  Smith  and  Company,  111  Westminster  Street,  Providence,  R.  I.,  owes  you  ^50.00. 
Write  them  a  courteous  letter  saying  that  inasmuch  as  they  did  not  remit  upon  receipt 
of  monthly  statement,  you  will  draw  on  them  at  five  days'  sight  for  the  amount 
and  ask  if  this  will  be  satisfactory. 

6.  To  Herman  Boswith  &  Company,  Atlanta,  Georgia,  calling  attention  to  your 
account  against  them  for  $261.00  which  has  been  due  now  three  months.  Inform  them 
that  you  always  make  prompt  delivery  of  goods  and  that  you  expect  in  return  a  prompt 
settlement  of  accounts. 


LETTERS  OF  COMPLAINT  AND  ADJUSTMENT 

Promptness  in  acknowledging  the  receipt  of  a  letter  of  complaint, 
whether  it  be  just  or  unjust,  is  the  first  step  in  successful  adjustment. 

In  whatever  spirit  the  letter  of  complaint  may  be  written,  the  answer  to 
it  should  be  in  a  tone  to  allay  irritation.  In  no  other  kind  of  business  letters 
is  tact  and  diplomacy  more  needful  than  in  letters  of  adjustment.  Intuition, 
experience,  patience,  self-control,  fairness,  and  many  other  qualifications  are 
all  needed.  Complaints  must  often  be  adjusted  on  the  barest  information 
given  by  the  complainant  from  his  own  point  of  view.  The  complaint  cor- 
respondent must  be  able  to  determine  the  value  of  such  information,  and 
frame  a  reply  that  will  bring  out  the  latent  fairness  of  the  complainant  and 
make  him  feel  that  he  is  being  treated  right.  The  "spirit  of  fairness"  must  be 
the  tone  of  successful  replies  to  letters  of  complaint.  As  long  as  the  tone  of  a 
letter  is  just  and  equitable,  the  most  prejudiced  cannot  fail  to  recognize  this 
spirit,  and  will  not  have  the  persistency  to  stand  out  against  what  he  knows  is 
right. 


EXERCISES 

vVrite  the  following  letters: 
I.  A.  C.  McClurg  &  Co.,  Chicago,  write  you  complaining  that  the  goods  they  ordered 
were  promised  on  the  15th,  and  although  the  15th  has  passed  the  goods  have  not  arrived. 
They  ask  for  as  explanation.  A  strike  in  your  factory  prevented  filling  the  order 
promptly.  Write  them  the  circumstances  fully,  and  state  when  goods  will  be  shipped. 
2.  C.  M.  Egbert  Sons,  Portland,  Oregon,  write  a  sharp  letter  saying  that  you  have 
taken  the  liberty  of  making  all  sorts  of  substitutes  in  their  order  to  you ;  that  the  goods 


328  APPLIED    BUSINESS    CORRESPONDENCE 

are  inferior,  and  that  they  refuse  them,  unqualifiedly.  You  are  certain  that  in  the  sub- 
stitutions you  made  you  have  given  them  much  better  goods  than  the  order  called  for. 
Write  a  letter  that  will  convince  Messrs.  Egbert  that  they  have  had  a  square  deal. 

3.  Write  a  suitable  reply  to  this  letter : 
Dear  Sir: 

Last  Monday  I  purchased  at  your  store  fifteen  yards  of  Panama  cloth,  and  your 
salesman  promised  it  would  be  sent  out  by  afternoon  delivery.  Two  days  have  gone  by, 
and  my  order  has  not  yet  arrived,  causing  me  serious  inconvenience.  This  is  not  the 
first  time  I  have  been  annoyed  by  your  carelessness. 

I  also  find  that  my  December  bill  contains  several  errors;  namely,  you  have  charged 
me  with  a  Mission  Rocker,  at  $15.00,  and  two  pairs  of  shoes  at  $5.00  each,  both  of  which 
orders  I  returned;  it  is  very  annoying  to  me  to  be  continually  checking  up  your  mis- 
takes. 

4.  You  recently  sent  two  cases  of  shoes  to  Roes,  Seabuck  &  Co.,  Clinton,  Iowa. 
To-day  you  received  a  letter  from  them  saying  that  their  customers  are  coming  in  every 
day  complaining  that  the  shoes  are  practically  worthless,  on  account  of  the  poor  quality 
of  leather  used  in  both  soles  and  uppers.  They  have  examined  several  pairs,  and  find 
that  the  complaints  of  their  customers  are  justified.  As  the  goods  they  have  purchased 
from  you  in  the  past  have  given  perfect  satisfaction,  they  do  not  understand  why  this 
last  shipment  should  be  inferior.  R.,  S.  &  Co.  are  valued  customers  of  yours.  Make 
satisfactory  adjustment. 

5.  Write  a  letter  to  the  Adams  Express  Company  complaining  about  a  package  you 
shipped  over  a  month  ago  not  reaching  its  destination,  and  asking  for  immediate  attention 
to  the  matter;  give  full  particulars.  State  to  whom  the  package  was  addressed,  where, 
when,  and  give  a  description  of  it. 

6.  Write  reply  to  above,  stating  that  the  package  was  delivered  to  the  wrong  address. 
The  package  has  just  been  returned  to  the  company,  and  will  no  doubt  be  delivered 
without  further  delay.  Try  to  show  that  it  was  through  no  negligence  of  the  com- 
pany, but  that  it  was  an  accident  that  might  occur  at  any  time.  Some  of  the  reasons 
why  packages  go  astray  are:  1.  Incomplete  address.  2.  Failure  to  write  legibly. 
3.  Similarity  of  abbreviations  of  the  names  of  cities  or  states — tor  example :  "Ind." 
being  mistaken  for  "Md.,"  "O"  for  "Iowa."    4.    Address  becoming  defaced  in  transit. 


APPLIED    BUSINESS   CORRESPONDENCE  329 

LESSON  LII 


FORM  LETTERS 

The  correspondence  of  any  firm  covers,  of  necessity,  a  limited  and  well- 
defined  field.  The  letters  coming  in  will  fall  naturally  into  certain  classes. 
By  constructing  a  number  of  letters  that  cover  the  constantly  recurring  phases 
of  the  transactions  of  the  firm,  a  vast  amount  of  time  may  be  saved  in  dic- 
tating individual  letters.  By  giving  sufficient  time  to  their  preparation  to 
.secure  strength  of  presentation  and  completeness,  the  letters  may  also  be 
made  much  more  effective  than  they  would  be  if  dictated.  All  of  the  qualities 
that  have  been  discussed  in  the  preceding  discussions  are  embodied  in  the 
highest  degree  in  the  form  letter. 

Form  letters  when  prepared  are  given  a  code  number,  as  "Al"  or  "Bl," 
and  arranged  in  a  "Form  Book"  for  convenience.  The  correspondent  in  using 
a  form  letter  to  reply  to  an  inquiry,  or  to  follow  up  one,  makes  a  notation 
in  his  notebook  of  the  number  of  the  form  letter  which  is  to  be  sent  in  reply, 
and  the  stenographer  merely  copies  the  letter,  filling  in  the  proper  name, 
address,  and  the  date. 

Form  paragraphs  are  also  often  provided  to  suit  the  tone  of  the  various 
letters  received,  and  enable  the  correspondent  to  dictate  the  part  which 
requires  a  more  individual  treatment. 

Many  form  letters,  such  as  those  making  announcements  of  newly 
adopted  policies,  removals,  special  sales,  or  of  instruction  to  agents,  collection 
letters,  circular  letters,  etc.,  are  printed  by  process  in  imitation  of  typewriting. 
The  name  and  address,  of  course,  are  filled  in  on  the  typewriter  to  match  the 
body  of  the  letter.  As  much  care  should  be  given  to  the  mechanical  effective- 
ness of  a  form  letter  as  to  any  other  letter. 

The  following  are  the  common  faults  in  form  letters: 

Filled-in  portions  (as  name  and  address)  not  matching  the  body  of  the  letter. 

Crowding  too  much  on  a  page. 

An  apologetic  tone  in  the  opening  paragraph. 

Beginning  the  letter  with  /  or  We  instead  of  you. 

Addressing  the  envelope  with  a  pen. 

Signature  an  obvious  imitation. 

Language  too  technical. 

The  following  is  a  good  example  of  the  first  of  a  series  of  follow-up 
form  letters : 

Your  request   for  our   furniture  catalog  is  receiving  the  attention  of  our  mailing 
department  to-day.    The  catalog,  we  think,  answers  every  possible  question  as  to  style. 


330  APPLIED    BUSINESS    CORRESPONDENCE 

design,  and  artistic  character,  but  we  should  like  to  emphasize  one  particular  feature  o£ 
our  furniture — quality. 

For  the  prices  given,  you  cannot  duplicate  elsewhere  "Blackmore"  quality.  Every 
piece  of  our  furniture  is  turned  out  in  our  own  factories.  From  design  to  the  finished 
product,  every  article  goes  through  a  rigid  examination.  It  is  made  to  look  well  and 
wear  well,  not  only  for  the  present,  but  for  all  time. 

We  shall  be  glad  to  assist  you  in  making  the  selections  you  want,  and  if  you  will 
merely  suggest  what  you  need — whether  for  town  or  country — our  furnishing  department 
will  co-operate  with  you  to  the  end  that  you  get  exactly  the  things  that  satisfy  both 
your  artistic  taste  and  your  pocketbook. 

May  we  not  hear  from  you  further? 

Very  truly  yours, 


EXERCISES 

1.  Prepare  a  form  letter  announcing  an  advance  in  the  price  of  certain  lines  of 
goods  sold  by  your  firm,  giving  reasons  for  it.  The  advance  may  be  caused  by  any  of 
the  following  reasons : 

Additional  cost  of  raw  material. 
Additional  cost  of  labor  in  production. 
Shortage  of  raw  material,  causing  rise  in  cost. 
Improvement  in  quality. 
Advance  in  import  duty. 

2.  Prepare  a  form  letter  announcing  change  in  personnel  of  your  firm.  Such  letters 
usually  contain  some  reference  to  the  appreciation  of  past  patronage  and  hope  for  a 
continuation  of  it,  etc. 

3.  Prepare  a  form  letter  to  be  sent  to  the  auditing  department  of  your  various 
branches,  incorporating  the  following  changes  in  auditing.  State  that  for  future 
shipments  which  they  handle  on  consignment  it  will  not  be  necessary  to  render  itemized 
account  sales  as  they  have  done  in  the  past.  All  that  will  be  necessary  is  to  recapitulate 
the  total  sales  of  each  product,  according  to  their  billing,  on  a  form  506,  deducting  from 
the  total  avails  their  commission  (5%)  for  handling,  and  showing  the  net  amount  charged 
to  their  Extra  Purchase  and  Sale  Account.  In  order  to  make  yourself  perfectly  clear 
you  are  attaching  a  sample  showing  just  how  you  wish  the  form  made  up.  Your  reasons 
for  authorizing  this  method  of  accounting  is  a  desire  to  save  work  for  branch  house 
employees.  The  order  is  to  take  effect  immediately.  In  writing  this  exercise  avoid 
using  the  wording  given  here  as   far  as  possible. 

4.  Prepare  a  form  letter  to  traveling  salesmen  authorizing  changes  in  prices  of  the 
following  woolens :  No.  267  reduced  to  75c  per  yard,  No.  167  reduced  to  62^c,  206  re- 
duced to  67Hc,  301  reduced  to  37j^c,  402  reduced  to  87c,  263  reduced  to  $10.50.  Nos.  239, 
468,  271  have  been  closed  out  entirely.  As  you  still  have  on  hand  a  large  stock  of  the 
following,  Nos.  678,  679,  680,  681,  682,  ask  that  they  push  these  lines  as  much  as  possible. 

You  are  sending  a  line  of  samples  of  new  woolens,  with  prices,  that  can  be  supplied 
now. 

Sales  Letters. — To  write  effective  sales  letters  you  must  thoroughly 
know  the  article  you  are  attempting  to  sell — its  weak  points  as  well  as  its 


APPLIED    BUSINESS   CORRESPONDENCE  331 

strong  points.  An  effective  sales  letter  does  three  things :  It  makes  its  approach 
in  a  way  to  secure  attention ;  it  creates  a  desire  for  the  goods  offered ;  it  turns 
the  desire  into  a  decision  to  place  an  order  for  them.  The  approach  must  be 
interesting.  The  most  effective  sales-letter  writers  appeal  to  the  self-interest 
of  those  to  whom  they  are  trying  to  sell.  The  writer  of  a  sales  letter  must 
be  able  to  foresee  conditions  by  placing  himself  in  the  position  of  the  buyer 
and  frame  his  letter  to  cover  the  points  likely  to  come  up  for  discussion  in 
such  a  way  as  to  convince  the  reader  of  the  soundness  of  his  statements  as 
well  as  his  judgment.  Be  specific  in  sales  letters;  generalities  will  not  con- 
vince your  reader.  Avoid  superlatives  such  as  "the  best  in  the  world,"  "with- 
out an  equal,"  "unparalleled  success."  The  sales  letter  must- be  reasonable — 
it  must  appeal  to  the  judgment  of  a  business  man.  After  you  have  written 
the  letter  to  arouse  interest  and  to  create  a  desire,  and  have  formulated  a 
clinching  climax,  go  over  it  and  strike  out  all  unnecessary  words.  Make  it  "hit 
straight  from  the  shoulder." 

Before  beginning  to  write  a  sales  letter,  study  the  problem  from  every 
angle;  analyze  the  article  you  intend  to  sell  and  try  to  select  its  winning 
points.  The  following  is  a  good  example  of  a  sales  letter  sent  out  by  a 
wholesale  clothing  house: 

Your  name  on  our  mailing  list  entitles  you  to  an  early  copy  of  our  new  Style  Book 
which  we  send  to-day. 

You  appreciate  how  important  it  is  to  wear  clothes  that  are  correct  in  style ;  the 
right  cut  of  your  coat  sometimes  has  a  social  or  business  value  which  you  would  en- 
tirely lose  if  it  were  not  right. 

The  Style  Book  shows  clothes  that  are  right;  it  gives  you  all  the  information  you 
need.  You  will  probably  take  somebody's  word  about  style;  this  is  to  let  you  know 
that  you  can  safely  take  ours ;  we  are  pretty  generally  recognized  as  authority.  The 
Style  Book,  therefore,  differs  from  any  other  publication  you'll  see;  it  is  official. 

Whatever  clothes  you  buy,  take  the  book  with  you  as  a  guide;  but  if  you  want  to 
be  sure  you're  right,  insist  on  our  name  in  the  clothes.  You  can  easily  see  the  garments 
themselves  without  any  trouble.  We  have  a  customer  in  your  city  who  will  give  you 
a  cordial  welcome  and  take  good  care  of  you  and  show  you  our  clothes.  Call  on  Messrs. 
F.  N.  Watson  &  Sons. 

Note  the  simplicity  of  the  language  and  the  whole  effectiveness  of  the 
letter.    "You"  and  "your  interests"  are  the  predominating  thoughts  in  it. 

Here  is  a  good  example  of  what  to  avoid  in  writing  a  sales  letter.  It  is 
an  actual  letter  sent  out  in  the  course  of  business. 

We  would  very  much  like  to  interest  you  in  our  new  typewriters  and  inclose  some 
literature  herewith  which  we  request  you  to  read  carefully. 

We  would  be  very  much  pleased  to  hear  from  you  as  to  what  the  prospects  are  for 
putting  some  of  our  machines  in  the  University. 

In  this  letter  "We"  and  "our  interests"  are  uppermost. 


332  APPLIED    BUSINESS    CORRESPONDENCE 

The  following  is  another  example  of  an  ineffective  "sales  letter."  It  is  of 
the  "nagging"  style.  The  writer  makes  you  feel  that  he  expects  to  be  turned 
down — that  he  is  trying  to  bulldoze  you  into  action — trying  to  stir  you  into 
action  for  his  benefit.  Note  how  prominently  the  word  "We"  is  used.  Does 
the  letter  contain  any  good  sales  inducements? 

If  there  is  any  truth  in  the  good  old  adage,  that  Sticking  Everlastingly  At  It 
Brings  Success,  we  intend  to  secure  at  least  a  portion  of  your  valuable  patronage. 

We  are  not  only  manufacturers  of  the  best  "follow-up"  system  on  earth,  but  we 
are  firm  behevers  in  the  good  results  to  be  obtained  from  using  it. 

We  have  found  that  it  pays  to  answer  all  communications  promptly  and  to  continue 
to  answer  them  until  requested  to  desist,  or  an  order  is  secured. 

Business  men  are  justified  in  assuming  that  letters  of  inquiry  and  requests  for 
catalogs  are  prompted  by  a  reasonable  interest  in  their  wares,  and  if  no  sale  is  made, 
the  reason  can  be  attributed  to  some  failure  in  the  way  the  inquiry  is  handled. 

We  have  been  successful  in  satisfying  the  wants  of  a  very  large  number  of  those 
who  have  written  us,  but  we  have  not  succeeded  in  obtaining  a  favorable  reply  from  you 
and  we  are  naturally  anxious  to  ascertain  the  reason. 

We  inclose  circular  of  Special  Introductory  Outfit  which  we  send  prepaid,  on  ap- 
proval, for  one  dollar;  isn't  it  reasonable  to  suppose  that  what  has  proved  valuable  to 
thousands  of  other  business  men  will  prove  so  to  you?  If  you  don't  like  the  outfit  it 
won't  cost  you  a  cent,  while  if  you  use  it,  it  will  save  you  more  money  than  you  paid  for  it. 

Trusting  to  be  permitted  to  send  you  something  besides  letters,  we  remain. 

Write  a  complete  criticism  of  this  letter. 


EXERCISES 

Write  the  following  sales  letters: 

1.  From  a  manufacturer  of  men's  clothing  to  induce  a  desire  for  his  produce. 

2.  From  a  woman's  custom  tailor,  catering  to  an  exclusive  trade. 

3.  From  a  piano  store  offering  some  special  bargains  in  used  pianos. 

4.  From  a  retail  merchant  announcing  a  special  sale  of  women's  dresses.  You 
might  describe  one  or  two  of  these. 

5.  From  your  school  to  a  prospective  student  telling  about  the  advantages  of  your 
school. 

6.  For  your  church  which  is  to  hold  a  fair. 

7.  You  find  yourself  overstocked  on  silks  and  are  willing  to  sacrifice  15%  on  them. 
Write  a  letter  for  a  selected  list,  emphasizing  strongly  three  or  four  kinds  which  you 
think  will  appeal  to  them  on  account  of  the  timeliness,  beauty,  and  surprising  price 
reductions  of  these  pieces. 

8.  Write  a  letter  announcing  a  special  sale  of  brass  beds.  The  reductions  amount 
20%  to  30%. 

9.  You  are  a  groceryman  and  make  use  of  your  typewriter  and  mimeograph  to 
issue  special  bargain  announcements.  Prepare  the  "copy"  for  a  special  sale,  giving  the 
date. 


APPLIED    BUSINESS   CORRESPONDENCE  333 

10.  Prepare  a  letter  to  be  sent  by  a  savings  bank  to  a  list  of  small  salaried  men 
and  women.  Ask  yourself:  What  arguments  would  appeal  to  me?  What  would  induce 
me  to  begin  a  savings  account?  Then  answer  these  questions  with  good  strong  argu- 
ments that  will  carry  conviction. 

11.  You  have  heard  that  H.  L.  Dean  of  Bellevue,  Md.,  is  to  travel  to  Europe  this 
summer.  Write  him  stating  your  firm  "personally  conducts"  parties.  You  should  send 
him  some  literature  on  the  subject  of  your  special  tours,  the  itinerary  cost — ^give  ad- 
vantages in  full  of  the  plan. 

12.  Order  from  McClurg  &  Co.,  Chicago,  a  list  of  twenty  books;  give  authors' 
names. 


334  APPLIED    BUSINESS    CORRESPONDENCE 

LESSON  LIII 


TELEGRAMS  AND  CABLEGRAMS 

For  the  sake  of  economy,  telegrams  should  be  as  brief  as  possible  without 
sacrificing  clearness,  but  nothing  is  gained  by  reducing  a  message  to  less  than 
ten  words  as  the  minimum  charge  is  based  on  that  number.  Additional  words 
are  charged  for  at  a  fixed  rate  a  word.  Wording  that  might  be  ambiguous 
should  be  avoided.  Short  sentences  make  the  most  satisfactory  messages. 
Spell  out  figures  as  a  rule.  Omit  the  salutation  and  the  complimentary  clos- 
ing. In  telegrams  only  the  wording  in  the  message  is  charged  for,  while  in 
cablegram  every  word,  including  the  name,  address  and  signature,  is 
counted. 

When  immediate  delivery  of  a  message  is  not  required,  a  "Lettergram,"  or 
"Night  Letter,"  may  be  sent  consisting  of  fifty  words  or  less  at  the  rate  of  an 
ordinary  day  message  of  ten  words.  These  are  received  at  the  telegraph  office 
any  hour  of  the  day  to  be  transmitted  at  night  and  delivered  at  destination  the 
following  morning.  If  it  is  desired  to  have  a  lettergram  delivered  the  same 
day  it  is  sent,  a  "Day  Letter"  form  should  be  used,  which  is  the  same  as  a 
"Night  Letter"  except  that  the  charge  is  one  and  one-half  times  the  day 
message  rate. 

In  code  systems  one  word  is  used  to  represent  a  phrase  or  sentence  pecul- 
iar to  the  business.  For  example,  "carbonate"  might  mean  "Please  telegraph 
whether  you  can  execute  orders  or  not."  Many  business  houses  have  worked 
up  their  own  code  systems — and  this,  of  course,  is  essential  where  absolute 
secrecy  is  required — but  the  "A.  B.  C."  Western  Union  Code,  and  other  sim- 
ilar systems  are  generally  used  for  business  purposes  where  the  saving  of 
expense  is  the  chief  consideration. 

Telegrams  should  be  confirmed;  that  is,  a  letter  giving  its  contents  and 
other  necessary  information  should  immediately  follow  a  telegram.  Sometimes 
a  carbon  copy  of  the  telegram  is  sent  instead  of  a  letter. 


Nabisco 
New  York 
Elaphrope 


Cablegram 


Selfridge 


Translation :     National  Biscuit  Company,  New  York.     Goods  have  arrived,  but  no 
bill  of  lading.  H.  Gordon  Selfridge  &  Co.,  Ltd. 


APPLIED    BUSINESS   CORRESPONDENCE  33.5 

Code  Message 

Jay  P.  Graves, 
133  Broadway, 
New  York. 

Eisengeld  Sitka?    Jones  Eisch. 

Finch  Investment  Co. 

Translation:  What  is  your  opinion  of  the  reported  discovery  of  coal  at  Sitka? 
Jones  says  there  is  every  evidence  of  existence  of  coal. 

Lettergram 

^   ^  ,,.  Santa  Rosa,  Cal.,  April  28. 

R.  P.  King, 

Portland,  Ore. 

Soil  conditions  absolutely  perfect.  Climate  conditions  could  not  be  better  summer 
months.  Less  than  twenty-five  degrees  and  much  moisture  destructive.  Plan  of  keep- 
ing dry  through  cold  spell  correct.  Have  large  plant  hanging  on  fence  now,  bottom  side 
up  since  last  June.    Bore  crops  of  fruit  also.     Splendid  condition  now.    Can  oversee  no 

more  business  anywhere.    Cactus  is  the  coming  crop.  ^     ,       „     .      , 

Luther  Burbank. 


EXERCISES 

Convert  the  following  items  into  telegrams  or  cablegrams  of  the  fewest 
possible  words.    Do  not  sacrifice  clearness  to  brevity. 

1.  To  a  member  of  your  family  stating  that  your  train  has  been  wrecked,  but  that 
you  are  safe  and  will  arrive  3 :00  p.  m. 

2.  To  C.  C.  Woods,  Albany,  N.  Y.,  making  an  appointment  at  his  office  for  coming 
Saturday. 

3.  Write  an  answer  to  the  foregoing  telegram  accepting  the  appointment. 

4.  To  W.  S.  Bannock,  Portland,  Ore.,  an  applicant  for  position  as  traveling  sales- 
man with  your  concern,  asking  him  to  visit  factory  at  Detroit  for  interview  at  your 
expense. 

5.  An  answer  to  the  foregoing  telegram  to  be  signed  by  Bannock  stating  that  he 
will  leave  for  Detroit  next  morning  at  eight  o'clock. 

6.  You  have  been  elected  to  the  principalship  of  a  graded  school  in  Milwaukee,  and 
the  school  board  wires  that  your  acceptance  at  a  stated  salary  is  required  at  once.  Write 
a  telegram  accepting  the  position. 

7.  To  Robert  Hunt,  Beverly,  Mass.,  asking  whether  he  can  deliver  a  commencement 
address  June  25th,  and  what  his  fee  will  be. 

8.  Your  father  is  in  Geneva,  Switzerland.     He  reads  in  a  press   dispatch  that  a 
fire  in  your  town  has  destroyed  a  portion  of  the  business  section.     He  cables  you  for 
details.    Write  a  short  cable  assuring  him  that  he  has  suffered  no  loss. 

9.  Order  from  C.  W.  Altman  &  Co.,  Providence,  R.  I.,  twenty-five  talking  machines, 
No.  29,  type  2,  by  express,  charges  prepaid. 

10.    You  have  failed  to  receive  an  order  for  six  cases  Lonsdale  domestic,  No.  46, 
ordered  from  the  Salem  Cotton  Co.,  Salem,  Mass.    Wire  them  asking  date  of  shipment 


336  APPLIED    BUSINESS    CORRESPONDENCE 

and  reason  for  delay.    The  telegram  must  be  definite  enough  to  preclude  confusion  with 
any  other  order  sent. 

11.  The  Salem  Cotton  Co.  wires  saying  goods  had  to  be  manufactured,  and  would 
be  completed  and  shipped  within  a  week.    Write  the  telegram. 

12.  George  Harrington,  formerly  in  your  employ  as  bookkeeper,  has  applied  to 
Seth  Thompson  Co.,  Wilmington,  Del.,  for  a  similar  position.  Thompson  wires  you 
asking  about  his  record  and  ability.    Write  the  telegram. 

13.  Write  a  favorable  answer  to  Thompson's  telegram. 

14.  To  Wood,  Harmon  &  Eldridge,  Cleveland,  Ohio,  saying  that  the  shipment  of 
wheat  they  made  you  is  not  up  to  sample,  and  ask  for  disposition. 

15.  To  Smith,  Hanan  Co.,  Buffalo,  N.  Y.,  asking  permission  to  draw  on  them  at 
five  days'  sight  for  $200.00.  Ask  them  when  they  can  remit,  if  they  do  not  wish  to  honor 
draft. 

16.  To  C.  M.  Miller,  Hotel  Vendome,  Paris,  France,  saying  you  missed  steamer 
and  will  arrive  on  "Lucitania"  on  September  first.    Ask  him  to  wait  for  you. 

17.  To  S.  E.  Keiser,  c/o  Cook  &  Sons,  Genoa,  Italy,  asking  him  to  meet  your  repre- 
sentative in  Verona  on  the  first  inst.,  with  regard  to  Harrington  contracts. 

18.  To  Royal  Shoe  Co.,  Fall  River,  Mass.,  asking  them  to  cancel  order  for  one 
hundred  pairs  tan  oxfords  if  delivery  cannot  be  made  by  15th  inst. 

19.  You  have  an  opportunity  to  make  a  profitable  investment  in  Chicago  real  estate, 
but  need  $25,000  to  help  carry  it  through.  Telegraph  a  business  associate,  C.  E.  Chandler, 
Baltimore,  asking  if  he  will  join  you.  Give  details  sufficiently  to  enable  him  to  grasp  the 
situation. 

20.  Telegraph  your  traveling  representative.  Planters'  Hotel,  St.  Louis,  Mo.,  to 
make  no  more  concessions  in  deal  with  Harper  &  Cogswell,  and  order  him  to  New 
Orleans  immediately,  to  see  Solon  &  Meaker  on  similar  deal. 

21.  Wire  your  traveling  salesman  at  Lincoln,  111.,  telling  him  to  drop  negotiations 
with  Barrett-Findlay  Company,  as  their  finances  are  not  satisfactory. 

22.  Ask  Acme  Manufacturing  Co.,  Pittsburgh,  Pa.,  quotations  on  twenty-five  gross 
Acme  ball-bearing  roller  skates,  for  immediate  delivery. 

23.  Telegraph  your  agent,  C.  M.  Bitner,  Cheyenne,  Wyo.,  to  go  to  Ogden  imme- 
diately, where  letter  of  instruction  and  remittance  await  him. 

24.  To  Philip  Bowdoin,  Pittsfield,  Mass.,  asking  him  to  meet  you  at  Knickerbocker 
Hotel,  New  York,  Friday,  to  complete  arrangements  for  agency  for  Pierce  Cars  in 
your  city. 

25.  To  Pope  Mfg.  Company,  Hartford,  asking  when  you  may  expect  shipment  of 
the  bicycles  ordered  on  the  25th  of  last  month.  Your  customers  are  demanding  delivery. 
Urgent. 


INDEX 


GRAMMAR 


PAGE 

A,  an,  uses  of 66 

Absolute  adjectives  and  adverbs 136 

Adjective,  defined 8 

Classes  of 65 

Capitalization    of 66 

Articles,   uses   of 66 

Hyphen  in  compound  adjectives 66 

Comparison    of 135 

Degrees  of 135 

Methods    of 135 

Double   136 

Other    in 136 

Absolute  adjectives 136 

Adjective  or  adverb 81 

Adverb,  defined 8 

Classes  of  (as  to  meaning) 81 

Classes  of  (as  to  use) 81 

Comparison   of 135 

Absolute  adverbs 136 

Adverb  or  adjective 81 

Position  of  adverb 136 

Agreement  of  pronoun  with  antecedent  116 

Agreement   of  tenses 149 

Agreement  of  verb  with  subject 165 

Apostrophe  128 

Case  of  complement 122 

Clauses,  kinds  of 197 

Clauses,  construction  of 198 

Complements    121 

Conjunction,  defined 9 

Classes  of 89 

List  of 89-90 

Double  comparison 136 

Foreign  nouns,  plurals  of 109 

Hyphen  in  compound  adjectives 66 


Independent  element 9 

Indirect  object 122 

Infinitive,   uses   of 47 

Infinitive,  subject  of 122 

Interjection,    defined 9 

Irregular  verbs,  list  of 173 

Lie,   lay 188 

Modifiers,    defined 2 

Modifiers,  kinds  of 197 

Noun,  defined 7 

Classes  of 15 

Capitalization   of 15 

Declension    of 124 

Modifications  of 101 

Number   101 

Rules    for    forming    plurals    of 

nouns    101 

Plurals  of  foreign  nouns 109 

Person    115 

Gender  115 

Ways  of  distingfuishing 115 

Forms  in  -ess 115 

Gender  of  personified  nouns 115 

Gender  of  collective  nouns 116 

Case    121 

Constructions  127 

Rules  for  forming  possessive  case  128 

Other  in  comparison 136 

Participial  adjective 47-65 

Participial   noun 47 

Personification    16 

Phrases,  kinds  of 197 

Position  of  adverb 136 

Possessive  case  of  nouns 128 


337 


338 


INDEX 


PAGE 

Preposition,  defined 9 

Classes  of 93 

Object  of 9 

Object  may  be 93 

Antecedent  of 93 

Antecedent  may  be 93 

List  of 93 

Prepositional  phrase 9-197 

Redundant   prepositions 94 

Special  words  requiring  special  prepo- 
sitions       93 

Pronoun,  defined 7 

Antecedent  of Zl 

Classes  of Zl 

Modifications  of 101 

Number   101 

Person    115 

Gender   115 

Agreement  of  pronoun  with  ante- 
cedent     116 

Case  121 

Construction  127 

Declension  of 122 

R\se,  raise 188 

Sentence,  defined 1 

Essential  parts  of 1 

Classes  of  (as  to  use) 1 

Classes  of  (as  to  form) 198 


PAGE 

Shall,  will 155 

Should,  would 157 

Sit,  set 188 

Split  infinitive 136 

Subject  of  infinitive 122 

Subjunctive  mode 142 

Time  expressed  by  infinite  verbs 149 

Verb,  defined 7 

Classes  of 42 

IModifications  of 141 

Voice 141 

Mode 141 

Tense    147 

Forms  of 147 

Signs  of 147 

Time  expressed  by  infinite  verbs.  149 

Agreement  of  tenses 149 

Person  and  number 165 

Auxiliary  verbs 155 

Shall  and  will 155 

Should  and  would 157 

Conjugation    (active   voice) 181 

Conjugation    (passive  voice) 187 

List  of  irregular  verbs 173 

Who,  which,  that 38 

Will,  shall 155 

Words  variously  used 10 

Would,  should 157 


THE  CHOICE  OF  WORDS 


PAGE 

A  day,  per  day 75 

A  great  many,  lots 75 

A  year,  per  year 75 

Ability,  capacity 21 

About,    of 95 

Above,  foregoing 75 

Accept,  accept  of 95 

■  Accept,  except 51 

Acceptance,  acceptation 33 

Accuses,  blames  it  on 59 


Address,  back,  direct 59 

Address,  speech,  talk 21 

Admission,  admittance 21 

Advance,   advancement,   progress,   pro- 
gression     27 

Advice,  advise 33 

Affect,    eflfect 51 

After  night,  at  night 72 

Ago,  since 82 

Aggravate,  irritate 51 


INDEX 


339 


PAGE 

All  around,  all  round 75 

All  of  them,  them  all 33 

All  over,  over  all 95 

Allowed,  thought 59 

Allude,   refer 51 

Almost,    nearly 82 

Alright,  all   right 75 

Am  awfully  afraid,  very  much  fear. ...  82 

Amateur,  novice 21 

Amazed,  astonished 75 

Am  going,  intend 59 

Among,  between 95 

Angry,  angry  with 94 

Angry,  mad 74 

Answer,  reply 21 

Anticipate,  hope,  expect 52 

Anxious,  desirous IZ 

Anyhow,   anyway 82 

Any  place,  anywhere 82 

Apiece,  short  distance 33 

Appalled,  astonished 75 

Appeal  to,  work  on 61 

Appear,  seem 53 

Appeared,  made  an  appearance,  put  in 

an  appearance 60 

Appreciate,  increase  in  value 59 

Approve,  approve  of 94 

Apt,  likely,  liable ^l 

As,  so 90 

As,  that 90 

As  if,  like 90 

As  if,  though 90 

Associated  with,  ran  with 60 

Astonished,  surprised 75 

Astounded,    appalled 75 

At  night,  after  night 82 

Audience,  spectators 21 

Avocation,  vocation 28 

Avoid,  help 60 

Awful,  very,  frightful,  dreadful 74 

Back,  direct,  address 59 

Back  and   forth,   backwards   and    for- 
wards     82 


PAGE 

Backwards    and    forwards,    back    and 

forth  82 

Bad  cold,  severe  cold 75 

Balance,  remainder,  rest 21 

Bear,  stand 61 

Be  back,  come  back 59 

Begin,  opens,  take  up 61 

Begin,  commence,  inaugurate 52 

Beginner,  new  beginner 34 

Beg  to  remain,  remain. 59 

Beg  to  say,  would  say 59 

Be  seated,  take  a  seat 61 

Between,  among 95 

Blames  it  on,  accuses 59 

Blunder,  mistake,  error 22 

Bound,  determined,  certain 51 

Bran  new,  brand  new 75 

Bring,  carry,   fetch 51 

Business,    right 33 

But  that,  that 90 

Buy,  purchase 51 

By,    with 94 

Calculate,  intend 59 

Candid,  sincere,  frank 75 

Can  help,  is  necessary 59 

Capacity,   ability 21 

Careful,  carefully 82 

Carry,  bring,  fetch 51 

Carry,  keep 59 

Center,  middle ZZ 

Certain,  bound,  determined 51 

Certain,   sure 75 

Childish,  puerile,  childlike IZ 

Cold,  coldly 82 

Combination,  combine 33 

Come  back,  be  back 59 

Commence,  begin,  inaugurate 52 

Common,  mutual,  reciprocal 74 

Communication,  letter 33 

Confessed,  owned 60 

Confirm,  corroborate 52 

Continual,  continuous 73 

Convene,  convoke 52 

Corroborate,  confirm 52 


340 


INDEX 


PAGE 

Council,  counsel 33 

Couple,  two 73 

Credible,  creditable,  probable,  plausible.  IZ 

Cupful,  cupfuls 33 

Customer,  patron 27 

Dates    75 

Day  before  yesterday,  the   day  before 

yesterday  33 

Delirious,  out  of  his  head Td 

Depot,   station 22 

Desirous,  anxious 73 

Determined,  bound,  certain 51 

Direct,  back,  address 59 

Discommode,  incommode 59 

Discriminate,  distinguish 52 

Disremember,  do  not  remember 59 

Dreadful,  frightful,  awful,  very 74 

During,  within 94 

Effect,  affect 51 

Emigrate,  immigrate,  migrate 52 

Endways,  endwise 82 

Error,  mistake,  blunder 22 

Evenings,  in  the  evening 33 

Every  now  and  then,  frequently,  occa- 
sionally    82 

Evidence,  testimony 22 

Exam,  examination 34 

Excellent,  grand,  splendid Ti 

Except,  accept 51 

Exceptionable,  exceptional 73 

Excuse,  pardon 60 

Expect,  hope,  anticipate 52 

Feas'ble,  possible,  practical,  practicable.  74 

Female,  woman 34 

Fetch,  carry,  bring 51 

Finish,  get  through 60 

Foregoing,   above 75 

Forwards  and  backwards,  forward  and 

backward 82 

Frank,  sincere,  candid 75 

Frequently,  .every  now  and  then 82 

Frightful,  dreadful,  awful,  very 74 

From  off,  from 94 

) 


PAGE 

Gentleman,  man,  lady,  woman 22 

Get  through,  finish 60 

Good-for-nothing,    ornery 76 

Go  to  bed,  retire 61 

Got  on  fire,  took  fire 60 

Got,  prepared 60 

Graduated  from,  was  graduated  at 60 

Grand,  excellent,  splendid TZ 

Great  haste,  great  hurry 34 

Happy,  happily 82 

Hardly,  scarcely 82 

Healthy,  healthful,  wholesome 74 

Help,  avoid 60 

Hesitation,  hesitancy 22 

Home,  house 34 

Hope,  expect,  anticipate 52 

Human,  human  being 34 

Hurriedly,  pell-mell 82 

If,  whether 90 

Immigrate,  emigrate,  migrate 52 

In,  into 95 

In  the  evening,  evenings ZZ 

Inaugurate,  begin,  commence 52 

Incommode,  discommode 59 

Increase  in  value,  appreciate 59 

Increase  of,  raise  in 34 

Informed,   posted 60 

Intend,  am  going 59 

Intend,  calculate 59 

Into,  in 95 

Into,  in  two 95 

Introduce,   present 53 

Irritate,  aggravate 51 

Is  necessary,  can  help 59 

Keep,  carry 59 

Lady,  woman,  gentleman,  man 22 

Lay,   lie 188 

Lay  of  the  land,  lie  of  the  land 34 

Leave,    let 60 

Lend,  loan 60 

Letter,   communication 33 

Liable,  likely,  apt IZ 


INDEX 


341 


PAGE 

Lie,  lay 188 

Lie  of  the  land,  lay  of  the  land 34 

Like,  as  if 90 

Likely,  liable,  apt 73 

Loan,  lend 60 

Locate,  settle 52 

Lots,  a  great  many 75 

Lunch,  luncheon 22 

Mad,    angry 74 

Made  an  appearance,  put  in  an  appear- 
ance, appeared 60 

Majority,  plurality 22 

Man,  gentleman,  lady,  woman 22 

Middle,  center 33 

Might  of,  might  have 60 

Migrate,  emigrate,  immigrate 52 

Mistake,  blunder,  error 22 

Mistook,  took 61 

Mutual,  common,  reciprocal 74 

Neglect,  negligence 22 

Neighborhood,  section,  region,  vicinity.  28 

New  beginner,  beginner 34 

News,  tidings 22 

Nice,   pleasant 74 

Nobody's  else,  nobody  else's 34 

Nor,  or 90 

Not  feeling  well,  out  of  fix 76 

No  use,  of  no  use 34-75 

Occasionally,  every  now  and  then 82 

Occur,  transpire,  take  place 53 

Of,  about 95 

Of  no  use,  no  use 34-75 

Of,  with 75 

On,  on  to 95 

On,  upon 95 

Opens,  begins,  takes  up 61 

Ornery,  worthless,  good-for-nothing. . .  76 

Or,  nor 90 

Out  of  fix,  not  feeling  well 16 

Out  of  his  head,  delirious ' 76 

Over  all,  all  over 95 

Owned,  confessed '. 60 


PAGE 

Pardon,  excuse 60 

Part,  portion 27 

Party,  person 27 

Past,  passed 60 

Patron,  customer 27 

Pell-mell,  hurriedly 82 

Per  day,  a  day 75 

Person,  party 27 

Per  year,  a  year 75 

Pitiable,  pitiful,  piteous 74 

Plausible,  probable,  credible,  creditable.  73 

Pleasant,  nice 74 

Plurality,  majority 22 

Portion,  part 2J 

Possible,  practicable,  practical,  feasible.  74 

Postal,  postal  card 34 

Posted,  informed 60 

Practical,  practicable,  possible,  feasible.  74 

Prepared,    got 60 

Prescribe,  proscribe 52 

Present,   introduce 53 

Pretence,   pretension 27 

Principal,  principle 27 

Probable,  plausible,  credible,  creditable.  Th 
Progress,     progression,     advance,     ad- 
vancement    27 

Proposal,   proposition 27 

Propose,  purpose 53 

Proscribe,  prescribe 52 

Providing,  provided 90 

Puerile,  childish,  childlike IZ 

Pupil,  student,  scholar 72 

Purchase,  buy 51 

Purpose,   propose 53 

Put  in  an  appearance,  made  an  appear- 
ance, appeared 60 

Quantity,  number 28 

Quick,  quickly 82 

Raise  in,  increase  of 34 

Raise,  rise 188 

Ran  with,  associated  with     60 

Rather,  sooner 82 

Reciprocal,  mutual,  common 74 


342 


INDEX 


PAGE 

Recollect,  remember 53 

Refer,  allude 51 

Region,  section,  vicinity,  neighborhood.  28 

Relatives,  relations 28 

Remain,  beg  to  remain 53 

Remainder,  rest,  balance 21 

Remember,  recollect 53 

Reply,  answer 21 

Requirement,  requisite 28 

Respectfully,  respectively 82 

Rest,  remainder,  balance 21 

Rest,  take  it  easy 61 

Retire,  go  to  bed 61 

Right,   business 33 

Rise,  raise 188 

Say,    state 61 

Scarcely,   hardly 82 

Scholar,  pupil,  student 27 

Section,  region,  vicinity,  neighborhood.  28 

Seem,  appear 53 

Seems,  would  seem 61 

Set,  sit 188 

Setting  hen,  sitting  hen 34 

Settle,  locate 52 

Severe  cold,  bad  cold 75 

Shall,  will 155 

Short  distance,  apiece 33 

Should,  would 157 

Since,  ago 82 

Sincere,  candid,   frank 75 

Sit,  set 188 

Site,  situation 28 

Sitting  hen,  setting  hen 34 

Six  and  eight,  six  or  eight 90 

Smooth,    smoothly 82 

So,  as 90 

So  large  a,  such  a  large 82 

Sociable,   social 75 

Some,  somewhat 82 

Sooner,  rather 82 

Speech,  talk,  address 21 

Spectators,   audience 21 

Splendid,  grand,  excellent Ti 

Stand,  bear 61 


PAGE 

State,   say 61 

Station,   depot 22 

Student,  pupil,  scholar 27 

Such  a  large,  so  large  a 82 

Sure,   certain 75 

Surprised,  astonished,  amazed 75 

Suspected,    suspicioned 61 

Sweet,   sweetly 82 

Swelled,  swollen 16 

Swift,    swiftly 82 

Take  a  seat,  be  seated 61 

Take  it  easy,  rest 61 

Take  place,  occur,  transpire 53 

Takes  up,  opens,  begins 61 

Talk,  address,  speech 21 

Testimony,    evidence 22 

Than,   then 90 

That,  as 90 

That,  but  that 90 

That,  who,  which 38 

Them  all,  all  of  them 33 

Then,  than 90 

Therefor,  therefore 90 

Thought,  allowed 59 

Tidings,    news 22 

Took  fire,  got  on  fire 60 

Took,  mistook 61 

Transpire,  occur,  take  place 53 

Try  and,  try  to 61 

Two,  couple IZ 

Upon,  on 95 

Very,  awful,   frightful,   dreadful 74 

Very  much  fear,  am  awfully  afraid 82 

Vicinity,  section,  region,  neighborhood.  28 

Vocation,  avocation 28 

Want  to  come,  want 61 

Was  graduated  at,  graduated  from 60 

Ways,  way 34 

Whether,   if 90 

Which,  who,  that 38 

Wholesome,  healthful,  healthy 74 


INDEX 


343 


Who.  which,  that   38 

Will,   shall    155 

With,  by   95 

With,  of   95 

Within,  during    94 

Woman,   female    34 

Woman,  lady,  gentleman,  man 22 


Work  on,  appeal  to  61 

Worthless,  ornery   76 

Would  say,  beg  to  say 59 

Would  seem,  seems   61 

Would,  should  157 


You  bet,  you  may  be  assured. 


61 


PUNCTUATION 


Brackets 235 

Editor's  notes 235 

Colon   218 

Before  quotations 218 

Compound  sentences    218 

Formal  introduction    218 

Introduction   to   statement 219 

Salutation  of  letters   219 

Comma 225 

Ambiguity 228 

Appositive  terms    226 

Compound   sentences    227 

Contrasted  expressions 226 

Correlative  clauses 226 

Elements  in  a  series  225 

Elements  out  of  natural  order....  226 

Figures 228 

General  rule  228 

Intermediate  expressions 225 

Introductory  expressions 225 

Omissions  227 

Restrictive      and      non-restrictive 

clauses    227 

Short  quotations  226 

Subject  and  predicate 227 

Dash  233 

After  a  series  of  clauses 233 

Change  in  the  construction  or  the 

sentiment    233 

Omission  of  figures  and  letters 234 

Parenthetical  and  explanatory  ex- 
pressions     233 

Subheads  and  extracts 234 


Exclamation  point  212 

Exclamatory  sentences  in  form  of 

questions  212 

Interjections  and  exclamatory  ex- 
pressions       212 

O  and  Oh 212 

Repetition  of  212 

Interrogation  point  211 

Direct  questions  211 

Indirect  questions 211 

Questions   not  complete  until   end 

of  sentence  211 

Sentences  partly  interrogative....  211 

Series  of  questions 211 

Parenthesis    234 

Figures    234 

Parenthetical  expressions   234 

Period 207 

When  the  period  should  be  used. . .  207 
When  the  period  should  not  be  used  207 

Quotation  marks   239 

Exact  words  of  speaker  or  writer. .  239 

Free  use  of  quotation  marks 239 

Name  of  author  after  quotation...  239 

Names  of  vessels  240 

Quotations  consisting  of  more  than 

one  paragraph  239 

Quotation  marks  with  other  marks  240 

Quotation  within  a  quotation 239 

Special  words,  objectionable  words, 

slang  239 


344 


INDEX 


Technical  words  and  trade  names.  240 
Titles  of  books,  articles,  and  plays  239 
Words  used  aside  from  their  ordi- 
nary  meaning    240 

Semicolon  217 

Expressions  in  a  series 217 


PA6B 

Members  of  compound  sentence 
punctuated   with   commas 217 

Semicolons  before  "but,"  "other- 
wise," etc 217 

Semicolon  before  "viz.,"  "e.  g.," 
etc 218 


CORRESPONDENCE 


PAGE 

Acknowledging    orders    and    remit- 
tances     323 

Address    258 

Art  and  value  of  letter  writing 255 

Body 261 

Brevity  and  clearness , . . .  292 

Business   judgment    .-  297 

Collection  letters   326 

Completeness  301 

Complimentary  closing 263 

Composition  of  business  letters 279 

Consideration 297 

Courtesy 296 

Date 258 

Emphasis  and  force  in  sentences 284 

Envelope   270,  272 

Fairness  297 

Folding    271 

Form  and  mechanical  construction  of 

a  business  letter 257 

Form  letters 329 

Heading 257 

How  to  construct  eflfective  sentences.  283 
Initials  of  Dictator  and  Stenographer  265 
Language  you  employ 279 


PAGE 

Letters  asking  favors  318 

Letters  containing  inclosures    320 

Letters  of  application 310 

Letters  of  complaint  and  adjustment  2)21 

Letters  of  inquiry    315 

Letters  of  introduction,  indorsement 

and  recommendation  317 

Letters  ordering  goods   323 

Mechanical  details  of  a  business  letter  265 

Illustrations . .  260,  262,  264,  266-268,  272 

Opening  sentence  285 

Originality 306 

"Outline"  in  letter  writing 288 

Paragraph  289 

Personality   306 

Power  of  attention  301 

Recasting  letters    289 

Sales  letters   330 

Salutation  261,  275 

Signature  263 

Some   words   to  avoid 280 

Style  in  writing  a  business  letter. .  . .   279 

Telegrams  and  cablegrams 334 

Titles  of  address 275 

Tone   295 


«tsa&t.T'  ?3if  r^ 


UNIVERSITY  OF  CALIFORNIA  LIBRARY 


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